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Account Manager - Chromatography and Mass Spectrometry DivisionMilan

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Thermo Fisher Scientific

1mo ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Milan

AI generated summary

  • You need 5+ years in analytical sales, a science degree, technical selling skills, strong market knowledge, and the ability to travel 70%. Must demonstrate integrity, intensity, innovation, and involvement.
  • You will identify client opportunities, enhance account relationships, manage the sales process, develop strategic plans, collaborate with teams, and represent the company at events.

Requirements

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

Responsibilities

  • 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, improving 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 of the sales process from qualification, providing quotations, negotiating contracts, and closing orders with decision maker contacts.
  • Uses data to develop and implement strategic sales plans to achieve revenue targets and improve market penetration. Collaborate with cross functional teams to align sales strategies with overall business objectives.
  • Expands current account penetration and share of wallet. Grows organically, broader, and deeper with all primary products. Leverages cross-sell motions and activities.
  • Leads the direction of the territory; develops sales strategies to meet objectives and enhance business within assigned area; maintains a pipeline of opportunities to exceed sales targets.
  • Uses internal sales tools to effectively manage 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.
  • Collaborates with internal partners such as (technical) sales, field application, lab application, and IES specialists to provide technical expertise and support 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 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.

FAQs

What does the Account Manager role entail?

The Account Manager is responsible for finding and pursuing new business opportunities, managing important accounts, and promoting the Chromatography and Mass Spectrometry product portfolio to customers in various industries.

What are the key responsibilities of the Account Manager?

Key responsibilities include identifying and prioritizing new client opportunities, increasing share of wallet within existing accounts, managing the sales process, and collaborating with cross-functional teams to align sales strategies.

What qualifications are required for this position?

Candidates need 5+ years of proven sales experience in analytical instrument markets, a bachelor's degree in the sciences or equivalent experience, and the ability to explain the technical aspects of the product portfolio.

Is travel required for this position?

Yes, the Account Manager must be able to travel to customer locations up to 70% of the time, including overnight travel.

What tools or software skills are necessary for this role?

Proficiency in MS Office and CRM software is required to manage leads, prospects, and sales activities effectively.

Does the role involve collaboration with other teams?

Yes, the Account Manager collaborates with internal partners such as technical sales, field application, and lab application specialists to provide technical expertise and support the sales process.

What kind of work schedule is expected for this job?

The work schedule is standard, Monday through Friday.

What are the core values that this position expects candidates to demonstrate?

Candidates are expected to demonstrate Thermo Fisher Scientific's core values: Integrity, Intensity, Innovation, and Involvement.

Are there opportunities for professional development in this role?

Yes, the job involves conducting on-site customer seminars and technical presentations, providing opportunities for professional development and networking.

How does Thermo Fisher Scientific define success for the Account Manager role?

Success is defined by achieving sales targets, driving revenue growth, and expanding account penetration while building lasting customer relationships.

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Thermo Fisher Scientific

The World Leader In Serving Science

Science & Healthcare
Industry
10,001+
Employees

Mission & Purpose

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.