Strategic Account Manager

Job Description

Strategic Account ManagerAbout Us:

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 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:

• Achieving prescribed growth objectives for allergy and autoimmunity within current accounts.
• Maintaining base business
• 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., preferably in life sciences or business

Experience

Minimum of five years’ senior level sales experience in Diagnostics

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)

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.

Apply today! http://jobs.thermofisher.com

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.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Accessibility/Disability Access

Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.

*This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.

Compensation and Benefits

The salary range estimated for this position based in Washington is $63,900.00–$105,400.00.

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