Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Able to lift 40 lbs. without assistance, Adherence to all Good Manufacturing Practices (GMP) Safety Standards, Laboratory Setting, Some degree of PPE (Personal Protective Equipment) required (safety glasses, gowning, gloves, lab coat, ear plugs etc.)
Job Description
Account Manager (Analytical Instruments)
R-01332997
Territory: Illinois, W. Michigan and IN
As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
How will you make an impact?
The Account Manager (AM) Chromatography and Mass Spectrometry Division is an Account focused role with the primary responsibility for selling and supporting all CMD products. This role maintains effective and long-lasting customer relationships, develops opportunities for strategic growth of the account and works collaboratively to bring extraordinary support and customer experience, making it easier to do business with Thermo Fisher Scientific! The AM is the primary point of contact and provides sales expertise and drives all CMD commercial activities within the account.
Major end market focus areas include:
- Analytical Science account examples: Pharma QA/QC, Environmental, Industrial, food safety, and Healthcare. Product competency is required for the (relevant) CMD product offering.
- Scientific Research account examples: Academic, Pharmaceutical R&D/drug development and BioPharma R&D.
- The Portfolio AM will be handling both Scientific Research and Analytical Science accounts
Key Responsibilities:
Selling Agility
- Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.
- Increase share within existing accounts by identifying under penetrated areas, demonstrating CMD’s value proposition, designing the appropriate solution, and closure of opportunities.
- Leads and nurtures account relationships to drive expansion and renewals across the full CMD portfolio (analytical instruments, consumables, services); provides product assistance, consultation, and problem solving to customers as vital and expedites orders.
- Identifies, documents and confirms the best technology choice to meet the customer needs.
- Provides quotation, negotiates contracts and closes orders with end users as well as purchasing departments and supports all procurement processes.
Results Leadership
- Expands current account penetration and share of wallet. 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 quarterly sales objectives.
- Uses Thermo Fisher Scientific’s sales tools to effectively handle accounts, opportunities, pipelines and forecast in an accurate and timely manner.
- Maintains awareness of competitor and industry activity. Introduces new products and services as available.
Technical Knowledge
- Leads partnership and coordination with (technical) sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise
- Attends and runs technical business presentations, and when required, 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
- Proficiency in analyzing sales data, market trends, customer behavior, and financial metrics to create accurate financial projections and revenue forecasts.
- Experience in developing and adjusting sales forecasts, sales pipeline information, and changing market conditions.
How will you get here?
- Bachelor’s degree in the sciences preferred or equivalent work experience
- 3+ years of validated sales experience preferred in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
- Strong market knowledge and professional network.
- Experience in conducting on-site customer seminars and technical presentations.
- Confirmed commercial experience working in matrix environment
- Computer proficiency in MS Office, CRM
- Ability to explain and sell the technical aspects of the product portfolio
Knowledge, Skills, Abilities
- Ability to travel to customer locations up to 80%
Compensation and Benefits
The salary range estimated for this position based in Illinois 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
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards