Instruments Sales Representative III

Work Schedule

Environmental Conditions

Job Description

Position Summary:

The Account Manager III is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This role stands out for its opportunity to handle and develop key accounts, identify and pursue new business opportunities, and promote our CMD product portfolio. The AM is the primary point of contact, providing sales expertise, and driving all CMD commercial activities within the account to ensure a flawless customer experience.

Key Responsibilities:

Selling Agility

• Identify and prioritize new client opportunities and develop solution implementation and growth strategies.
• Increase share of wallet within existing accounts by identifying under-penetrated areas, demonstrating CMD’s value proposition, crafting the appropriate solution, and closing opportunities.
• Cultivate positive relationships with customer accounts while engaging with buying influencers across their organization.
• Manage all elements of the process from qualification, providing quotations, developing contracts, and closing orders with decision-maker contacts.
• Use data to develop and implement strategic sales plans to achieve revenue targets and improve market penetration. Collaborate with cross-functional teams to align sales strategies with overall business objectives.

Drives Growth

• Expand current account penetration, growing organically, broader, and deeper with all primary products.
• Leverage cross-sell motions and activities.
• Develop sales strategies to meet plan and expand business within the assigned territory; maintain a pipeline of opportunities to meet or exceed all sales objectives.
• Use internal sales tools to manage leads, prospects, existing accounts, activities, and the sales funnel in an accurate and timely manner.
• Maintain awareness of competitor and industry activity and introduce new products and services as available.

Leadership

• Lead partnership and coordination with technical sales, field application, lab application, IES specialists, and other internal partners to provide technical expertise and advance the sales process.
• Coordinate technical business presentations and attend trade shows, user meetings, and other customer events, representing Thermo Fisher Scientific at all times.
• Exchange account information and sales leads within and across Thermo Fisher Scientific commercial divisions.
• Work adeptly in a team-selling environment, engaging the best internal company resources to address customer challenges.

Minimum Requirements/Qualifications:

• 5 years of confirmed sales experience in analytical instrument markets, with a track record of achieving sales targets and driving revenue growth.
• Bachelor’s degree or equivalent experience in the sciences.
• Ability to explain and sell the technical aspects of Thermo Fisher Scientific’s scientific Chromatography & Mass Spectrometry product portfolio.
• Strong market knowledge and professional network.
• Experience in conducting on-site customer seminars and technical presentations.
• Commercial demeanor, strongly motivated by the desire to win new business, with a validated pursuit to take market share.
• Ability to work cross-functionally in matrix environments.
• Computer proficiency in MS Office and CRM.
• Ability to travel to customer locations up to 70%, including overnight travel.
• Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation, and Involvement.

Thermo Fisher Scientific is proud to be an equal opportunity employer committed to hiring a diverse and inclusive workforce.

Compensation and Benefits

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