Key Account Manager (academic accounts)
, TX, United States
Job Description
Key Account Sales Manager, IES – NAM
R-01231203
Location: Texas or California preferred based on accounts.
Thermo Fisher Scientific Inc. (NYSE: TMO) 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. Our team of more than 100,000 global colleagues delivers an outstanding combination of innovative technologies, purchasing convenience and pharmaceutical services.
Discover impactful work
At Thermo Fisher Scientific, our work has a purpose. Our work requires passion and builds relevant outcomes. Our work matters. We're sharing our expertise and technological advancements with customers whether they're discovering a cure for cancer, protecting the environment or making sure our food is safe. Our people share a common set of values - Integrity, Intensity, Innovation and Involvement. We work together to accelerate research, solve sophisticated analytical challenges, improve patient diagnostics, drive innovation and increase laboratory efficiency.
As part of the Instrument and Enterprise Services (IES) team, you’ll join a community of service sales specialists who have strong customer relationships and proven knowledge of service delivery within our Chromatography and Mass Spectrometry Division (CMD) and Materials and Structural Analysis Division (MSD).
How will you make an impact?
This is an individual contributor role accountable for ensuring profitable growth in new and existing Academic Accounts. This new role is responsible for developing and implementing account management strategies to maintain and discover service growth opportunities in the Academic market.
You will develop and foster relationships at the executive level, ensuring a complete understanding of the clients' short, mid, and long-term goals. In this role, you will lead the service sales growth targets across CMD and MSD business units and will uncover new business development strategies for assigned accounts.
What will you do?
This is a US field-based position covering an assigned territory in the US and Canada with approximately 75% auto/air travel combined; including overnight.
Build and implement account-specific strategic plans to deliver annual sales growth consistent with divisional annual operating plan (AOP).
The role will require you to demonstrate leader capabilities to successfully influence without authority to deliver required sales objectives.
Seek service coverage opportunities in new accounts to increase and expand market penetration within the assigned region
Increase service revenue in existing Academic accounts by introducing premium service solutions and by adding service contracts on new instrument purchases and current not-covered instrumentation
Apply negotiation selling techniques to gain consensus to advance the sales cycle and drive account growth.
Ability to sell value-based solutions as a means to meet the customers needs
Engage and develop relationships with crucial account staff including end users, C-level executives, key decision makers and procurement personnel.
Collaborate with cross-functional teams, including inside sales reps, field service engineers, instrument sales, marketing, channel distribution partners, product & application specialists; etc.
Partner with cross-functional teams to prepare and deliver account business updates related to contract service entitlements and service delivery objectives
Understand and manage current service contract entitlement results and advance customer concerns to appropriate cross-functional counterparts.
Ensure timely service contract renewals by managing contract expiration dates and initiating the contract renewal process based on the customer sales cycle.
Prepare and maintain account business plans that reflect the current strategic landscape, opportunity analysis, and revenue performance. The detailed plan should include a SWOT analysis and estimated current and future levels of spend, resource requirements, summary of product installed base, and a list of key account personnel.
Submits accurate forecasts, weekly reports, monthly highlights, market intelligence, and maintains data integrity within SalesForce CRM and appropriate internal systems.
Positively represent Thermo Fisher Scientific at all times throughout customer locations
Education
Bachelor’s degree in Science, Business, Marketing or related field required
Experience
Minimum of 8 years as a field-based and customer interfacing account sales manager. Plus experience working with Academic Research and Science accounts preferred.
Knowledge, Skills, Abilities
~ Self-starter, “road-warrior/hunter” mentality with strong motivation, intensity, and accountability to achieve required sales and strategic objective targets.
~ Demonstrated success in handling large accounts, geographies, and market segments.
~ Strong listening skills. Consistent track record of building internal relationships, effective teamwork skills and using company resources to achieve objectives and overcome obstacles.
~ Highly organized with the ability to demonstrate a daily plan, pivot and re-prioritize, and re-calibrate, as needed
~ Pipeline Management with the ability to work in advance to ensure orders are received prior to current expirations.
~ Exhibits initiative, passion, integrity, and the ability to work in a high paced and ambiguous environment.
~ Use sophisticated analytical skills to analyze territory sales data and technical information.
~ Excellent presentation, verbal, and written communication skills.
~ Strong ability to listen to customer feedback to develop and deliver effective revenue generating solutions.
Apply today! http://jobs.thermofisher.com
Compensation and Benefits
The salary range estimated for this position based in Texas is $80,000.00–$100,000.00. 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
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