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Account Executive
3 months ago
Thermo Fisher Scientific Inc. (NYSE: TMO) takes pride in being the leader in serving science. We help our customers accelerate life sciences research, respond to challenges, improve patient diagnostics, deliver medicines to market and increase laboratory efficiency. Our work has a real-world effect and you’ll be supported in achieving your career goals.
Discover Impactful Work:
Manages reagent revenue in a prescribed group of accounts. Maintains, defends, and grows existing clinical utilization and laboratory business in Reference, Hospital, and Health System Laboratory accounts. Delivers sales results based on established sales goals.
A Day in the Life:
Maintains current business, covering customers over multiple states. Develops the strategy and the tactics to increase test utilization; communicates the value of our testing to partners throughout target organizations. Creates opportunity for new capital sales opportunities with new & current customers and maintains involvement throughout the sales cycle, leading instrument proposals. Manages new customer instrument demos. Manages all customer contract renewals from start to finish. Achieves prescribed growth objectives. Defends against competitive threats. Conduct accurate use of resources to ensure growth. Collaborates and manages implementations and go-lives. Responsible for Demand Generation Strategy. Holds regular Customer Business Reviews, to ascertain and act on opportunities for growth and optimized clinical & laboratory utilization; initiatives that could include menu additions, sales/outreach collaboration, and cultivation of clinical champions. Understands and effectively articulates our compelling case and economic value proposition to our customers within regional healthcare systems, reference labs, and hospital laboratories. Educates and drives awareness of optimal patient care using our test portfolio, aligning our mission and goals to the customer’s goals; educates clinicians on the benefit of clinical insights derived from our testing for improved patient management. Develops and cultivates advocacy to drive sales and market growth collaborating with established customers. Provides business insight and value to retain customers and enhance customer relationships while building Key Opinion Leaders. Meets regional and organizational goals with exceptional time management skills and integrity. Promotes teamwork to achieve regional growth and sales targets. Primary liaison between the customer and other Commercial personnel (marketing, commercial operations, executive leadership, etc.) Using to accurately track sales activity and update account and opportunity information, as appropriate Participates in district meetings for training purposes, product information updates, and sharing field intelligence information. Other duties as assigned.Keys to Success:
Education:
Bachelor’s Degree required, Life Sciences or Business strongly preferred. Medical Lab Technologist preferredExperience :
3+ sales experience in either Laboratory, Medical Device, or Diagnostics Sales Capital Sales experience strongly preferred.Knowledge, Skills and Abilities:
To perform this job successfully, an individual must perform each crucial duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the day to day tasks.
Proven track record of success in current position. Strategic Selling & complex selling skills preferred. Superior communication skills and ability to work effectively in a matrix environment with multiple stakeholders. Driven & 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. Understanding of the key market drivers and dynamics of the healthcare market. Possess superior listening skills, a genuine customer focus, and demonstrated ability to engage and influence customers at high levels. Ability to effectively strategize both independently and collaboratively to develop plans to maximize pull through sales with individual hospitals, health systems, reference laboratories, and IDNs. Ability to travel throughout your territory, at approximately 70% of total time.PHYSICAL DEMANDS AND WORK ENVIRONMENT:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The employee will be required to stand and/or walk up to 5 hours a day and sit for up to 8 hours a day; use hands to handle or feel objects including keyboard and telephones Employee must be able to travel by various forms of transportation, most frequently car and airplane, to visit customers face to face. May require long periods of time sitting while traveling May need to reach with hands and arms; climb stairs; balance, stop, kneel, or crouch Employee will be required to talk and hear and have specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus Employee may occasionally lift and/or move up to 20 pounds. May be required to lift larger amounts when traveling ( luggage) The noise level in the work environment will vary by location but is usually moderateAt Thermo Fisher Scientific, each one of our 70,000 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.
