Strategic Account Executive

6 months ago

Laurentides QC, Canada Thermo Fisher Scientific Full time

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 spectacularly 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:
Capture autoimmune market share through driven conversion using all contractual options (purchase, lease, placement). Sell Capital serving as IDDs Instrument specialist.

The position is responsible for securing prescribed revenue objectives for IDD’s allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, maintain and grow existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through.

A day in the Life:

- Present and successfully sell our value proposition at the C-Suite level, as well as ensure total account consensus and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).
- Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.
- Collaborate closely with Area Director to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement.
- Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.
- Work collaboratively with all Thermo Fisher Scientific divisions, most specifically HMD, to demonstrate a total Thermo Fisher Scientific experience.
- Meet and/or exceed annual growth targets.
- Travel is frequent, at approximately 80% of total time.

Keys to Success:
**Education**

Bachelor’s Degree

**Experience**

This position is accountable for achieving prescribed allergy and EliA sales growth through customer retention and effective account management; persuasively articulating the clinical and economic case for allergy and autoimmune testing; ensuring that laboratory infrastructure is secure; and attending to logístical details required for effective physician access where needed. All activity will be in compliance with company policies and guidelines

2+ years successful experience in capital diagnostic or medical device sales, and a 1 - 3 year track record of shown success as a Regional Account Manager (or equivalent). Successful C-Suite sales experience

**Knowledge, Skills, Abilities**
- Be a self-starter, able to work independently out of your home, and be willing to travel approximately 50% of time (mainly in your own Area, but also throughout the U.S.);
- Influencing, demonstrating, and developing long-term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide seamless customer service.
- Manage operating plan objectives relative to Point of Sale, Capital Equipment Sales, Contract Renewal, and Competitive Conversions.
- Possess strong listening and interpersonal skills, and effective oral and written presentation communication skills;
- Be business plan-focused and effectively persistent and persuasive, while also being appropriately flexible and resilient, in order to respond to changing business and customer needs;
- A greater understanding of the competitive landscape in their customer base
- Able to “think on your feet”, be well organized, and results driven;
- Possess a detailed understanding of the complexities of healthcare delivery systems and a basic understanding of healthcare finance/accounting and provider/payer economics;
- Have a proven background in market and account development, creating and implement

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