Account Manager

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Sales & Marketing team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Location/Division Specific Information

The Immunodiagnostics Division (IDD) of Thermo Fisher Scientific aims to dramatically improve the management of allergy, asthma, and autoimmune diseases by providing healthcare professionals with advanced diagnostics technologies and clinical expertise. Our key businesses: allergy, autoimmunity, and systems.

Discover Impactful Work:

Maintain Allergy and Autoimmunity base business and lead the growth of new business within current accounts through continued touch points, overall laboratory awareness and deeper account penetration. Growth through menu expansion will come by working closely with the internal team (Strategic Account Executive, Technical Sales Specialists, Business Development Executives).

The Strategic Account Manager is responsible for maintaining and growing reagent revenue in a prescribed group of laboratory accounts. The individual will be expected to maintain, defend, and grow existing laboratory business in these Reference, Hospital, and Health System Laboratory accounts.

They will be specifically responsible and accountable for the strategy development and tactical execution of the Autoimmunity and Allergy account retention and growth in their given geography. They will also be expected to hold regular Customer Business Reviews to work with the commercial team to ascertain and act on opportunities for growth and optimized lab utilization; initiatives that could include profile normalization, sales/outreach training, cultivation of clinical champions, etc. Where such opportunities exist, the role will act as the primary liaison between the customer (procurement, lab administration, bench, Medical Director, Outreach, etc.) and IDD Commercial personnel (RMs, BDEs, SAEs, TSSs).

The individual is expected to have a solid working knowledge of the laboratory industry, laboratory sales (Strategic Selling), and an ability to communicate appropriate clinical messages related to IDD’s assays.

A day in the Life:

• Maintaining base business
• Achieving prescribed growth objectives
• Defending against competitive threat
• Orchestrating proper use of resources to ensure growth. This includes collaborative execution with RMs, BDEs, SAEs, TSSs and others where applicable.
• Holding regular Customer Business Reviews
• Providing business insight and value to retain customers and ensure customer relationships
• Leadership and decision making in adjusting strategy to account for local factors or market shifts

The Strategic Account Manager will report to the Regional Sales Manager - Laboratory and will be expected to work closely with Business Development Executives, Strategic Account Executives, Technical Sales Specialists and IDD’s Commercial Personnel –DSM’s, and Kalamazoo to achieve revenue goals and excellence in customer service.

Keys to Success:

Education

B.S./B.A. is required, preferably in life sciences or business

Experience

Minimum of five years’ senior level sales experience in Diagnostics is preferred

Knowledge, Skills, Abilities

• Diagnostics or Medical Device Sales
• Strategic Selling/complex selling skills
• Superior communication skills and demonstrated ability to work effectively in a matrix environment with multiple stakeholders.
• Results oriented
• Ability to lead without authority to achieve sales goals.
• Strong interpersonal skills
• Ability to assimilate information to garner support for resources, change, etc.
• Must understand the key market drivers and dynamics of the US healthcare market.
• Must be a key advocate/enforcer of our Corporate Compliance culture and policies.
• Must be a role model for the 4-I Values (Integrity, Intensity, Innovation and Involvement)

Position may require Covid-19 vaccination and/or routine testing, per client discretion. As a requirement to be onsite at Thermo Fisher Scientific this position requires vaccination status disclosure upon employment.

At Thermo Fisher Scientific, each one of our 75,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. A one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.