Thermo Fisher Scientific

Sr. Key Account Manager, Pharma

Thermo Fisher Scientific • $120K — $155K *
San Francisco, CA 94112In-Person
Pharmaceuticals & Biotech
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in Life Science, Structural Biology, BioChemistry, Physics, or Engineering.
  • 8+ years of sales experience in high value capital equipment or complex sales.
  • Highly developed negotiation skills for customer interaction and closure.
  • Excellent communication skills for diverse audiences.
  • Systematic problem-solving approach with customers.
  • Strong presentation skills to create materials for various audiences.
  • Proven ability to work independently and collaboratively in an account team.
  • Willingness to travel 50% or more including internationally.

Responsibilities

  • Own sales and account management for specified Electron Microscopy products in the territory.
  • Align sales strategies with business goals and customer needs.
  • Define and implement account strategy for global key accounts.
  • Maintain accurate quarterly booking forecasts and provide updates to management.
  • Address budget issues effectively to secure sales.
  • Ensure appropriate system configurations and specifications for closing orders.
  • Build a professional network within the pharma/biotech industry for new client acquisition.
  • Collaborate with Field Service to enhance customer satisfaction.

Benefits

  • Choice of national medical, dental, and vision plans with health incentives.
  • Comprehensive employee assistance and family support programs, including tuition reimbursement.
  • At least 120 hours of paid time off and parental leave benefits.
  • Retirement savings programs like the 401(k) plan.
  • Employees' Stock Purchase Plan (ESPP) for discounted company stock purchase.
Full Job Description
Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

Territory: Candidate would need to live within the territory: WA, OR, UT, NV, AZ, CA, HI, and AK. This position is posted in multiple locations however, there is only one position to be filled.

Responsibilities:

The Sr Key Accounts Manager is responsible for handling sales/account management activities for all assigned locations and key accounts, defining and driving sales strategies, providing leadership to subordinates and ensuring the achievement of bookings, revenue and business goals.
  • Own all sales/ account management responsibilities of specified Life Science Electron Microscopy products to all Pharma and Biotech sites in the territory and assigned Global Key Accounts including resolving any sales related issues.
  • Understand and align with business goals.
  • Define, align and implement Account Strategy for assigned global key accounts and those with the assigned territory.
  • Maintain accurate quarterly booking forecasts and provide visibility/updates to management on a regular cadence.
  • Understand all budget issues at each customer and take strategic action to overcome them.
  • Confirm all system configurations, specifications and acceptance conditions are appropriate for closing orders.
  • Build a professional network within the pharma/biotech industrial space that can be used to demonstrate access to new Customers and accounts.
  • Manage all User Group activity by product as required.
  • Manage system demonstrations by working closely with application engineers and product marketing managers.
  • Manage the sales booking process.
  • Manage product issues in the field by working closely with the Account service group and application engineers for solutions.
  • Work with Field Service to achieve excellent customer satisfaction.
  • Learn in a continuous education fashion which is needed due to pace of advancement in the field.
  • Full ownership and accountability of growing assigned key accounts of Top 30 Pharma companies.

Minimum Qualifications (education and experience:
  • University bachelor's degree, preferably in Life Science, Structural Biology, BioChemistry, Physics, Engineering.
  • 8+ years of sales experience in high value capital equipment or complex sales is strongly preferred.
  • Highly developed negotiation skills for customer interaction and closure of sales and other issues.
  • Excellent, enthusiastic, clear communication skills to a diverse audience is critical to the success of this position.
  • Systematic problem solving by working with customers and account team.
  • Presentation skills and creating materials for presentations to internal and external audiences.
  • Ability to work independently and in good cooperation within an account team.
  • Ability to perform and execute in a highly matrixed environment with a diverse group of stakeholders both internally and externally.
  • Ability to travel to customer sites and factory locally and internationally (50% or more)

Preferred Qualifications:
  • Miller-Heiman strategic and conceptual selling experience is highly desirable.
  • Experience in the drug discovery space in pharma/biotech industry.
  • Exposure or experience in the top 30 Biopharma companies.
  • Managing large Global multi-site Customers with a preference with experience in the Miller-Heiman LAMP process.
  • Project management skills.
  • General knowledge of electron microscopy with a preference of understanding how EM is applied to structural biology and drug discovery.


Compensation and Benefits
The salary range estimated for this position based in California is $120,000.00-$155,000.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
  • A choice of national medical and dental plans, and a national vision plan, including health incentive programs
  • Employee assistance and family support programs, including commuter benefits and tuition reimbursement
  • At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
  • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
  • Employees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount


For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

About Thermo Fisher Scientific

Thermo Fisher Scientific Careers

Join the vibrant team at Thermo Fisher Scientific, a global leader in serving science and making the world healthier, cleaner, and safer. With a workforce of over 75,000 professionals, Thermo Fisher Scientific offers unparalleled job opportunities and a culture of innovation that propels your career to new heights. Work You’ll Do At Thermo Fisher Scientific, you will be part of a team that is dedicated to enabling our customers to make the world healthier. Whether you are involved in the development of life-saving drugs or innovative environmental solutions, your work will have a profound impact on society. Our commitment to leadership in the industry is unwavering. With Thermo Fisher Scientific, you will lead projects that set standards in scientific inquiry and market leadership. You will work at the intersection of science, technology, and industry expertise, driving digital innovation in every aspect of our business. Join our diverse team of professionals and engage in roles that span across various functions and disciplines. From research and development to marketing and sales, the breadth of job opportunities available means that you can find the perfect match for your skills and passions. Innovative Work As part of our team, you will have access to cutting-edge tools and technologies that foster creativity and innovation. Thermo Fisher Scientific is home to a dynamic range of career paths, all designed to challenge you and help you grow as a professional. Our employment philosophy emphasizes diversity and inclusivity, ensuring that all team members have the opportunity to thrive. We believe in nurturing talent through robust training programs, leadership development, and opportunities for career advancement. Be Part of a Great Team Working at Thermo Fisher Scientific means being part of a global network of enthusiastic, talented, and ambitious individuals. Our culture is built on collaboration, where each member’s unique skills and perspectives are valued. You will enjoy benefits that support both your professional growth and personal well-being. Future-Proof Your Career Embark on a journey of growth and continuous learning with Thermo Fisher Scientific. We offer a variety of training and development programs that cater to your interests and career goals. From internships for budding scientists to leadership training for aspiring executives, our programs are designed to equip you with the skills needed for a successful and fulfilling career. Explore Discover how our commitment to innovation leads to advancements in health and science: [Read More] Learn about our leadership in environmental sustainability and how you can contribute: [Read More] The Thermo Fisher Scientific Difference Our global presence and commitment to innovation mean that your work extends beyond borders and makes a tangible impact worldwide. The collaboration between our teams drives our leadership in the scientific community and contributes to a culture that embraces diversity and fosters professional growth. Stay Connected Join Our Team Search open positions that match your skills and interest. We are always on the lookout for passionate, curious, and driven team players. Explore our job opportunities and find out how you can contribute to our meaningful work. SEARCH THERMO FISHER SCIENTIFIC JOBS Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. READ CAREERS BLOG Job Alert Emails Customize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding opportunities that await at Thermo Fisher Scientific.
Learn more about Thermo Fisher Scientific
Size
130,000 employees
Market Cap
$213.3 billion
Industry
Pharmaceuticals & Biotech
Net Income
$6.3 billion
Founded
1956
5 Year Trend
+16.5%
Revenue
$32.2 billion
NASDAQ
TMO
* Ladders Estimates

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