Instruments Sales Representative III

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover work that makes a impact on an internal team. Join our colleagues in bringing our Mission to life every single day. We provide teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing people for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Position Summary:

The Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. As an Account Manager you will be identifying and pursuing new business opportunities, leading and developing key accounts, and promoting our CMD products to customers in various industries. An effective AM maintains long-lasting customer relationships and works and bring support and customer experience, making it easier tod do business with Thermo Fisher Scientific. The AM is the primary point of contact and provides sales expertise and helps drive all CMD commercial activities within the account.

Key responsibilities:

Selling Agility

• Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
• Increase share of wallet within existing accounts by identifying under penetrated areas, demonstrating CMD’s value proposition, crafting the appropriate solution, and closure of opportunities.
• Ability to develop positive relationships with customer accounts while engaging with buying influencers across their organization.
• Responsible for all elements' qualification, providing quotations, contracts, and closing orders with decision maker contacts.
• Uses data to develop and implement strategic sales plans to achieve revenue targets and increase market penetration. Collaborate with cross functional teams to align sales strategies with overall business objectives.

Drives Growth

• Expands current account penetration and grows organically, broader, and deeper with all primary products. Leverages cross-sell motions and activities.
• Leads direction for the territory; Develops sales strategies to meet plan and expand business within assigned territory; maintains pipeline of opportunities to meet or exceed all sales objectives.
• Uses internal sales tools to efficiently run leads, prospects, existing accounts, activities, and sales funnel in an accurate and timely manner.
• Maintains awareness of competitor and industry activity. Introduces new products and services as available.

Leadership

• Leads coordination with (technical) sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise and to advance the sales process.
• Coordinates technical business presentations, and when required, attends trade shows, user meetings and other customer events; Positively always represents Thermo Fisher Scientific throughout customer locations.
• Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions.
• Works adeptly in a team selling environment engaging the best internal company resources to address customer challenges.

Minimum Requirements/Qualifications:

• 3+ years of shown sales experience in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
• Bachelor’s degree in the sciences.
• Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific Chromatography & Mass Spectrometry product portfolio.
• Strong market knowledge and professional network.
• Experience in conducting on site customer seminars and technical presentations.
• Commercial demeanor, strongly motivated by desire to win new business, with shown pursuit to take market share.
• Ability to work cross functionally in a in matrix environments.
• Computer proficiency in MS Office, CRM.
• Ability to travel to customer locations up to 70% including overnight travel.

Benefits

We offer annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher offer employment with an innovative, forward-thinking organization, and outstanding career and development

Compensation and Benefits

The salary range estimated for this position based in California is $71,300.00–$107,000.00.

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

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office