Account Manager

About This Role

The Account Manager is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific, primarily responsible for selling and supporting all CMD products. This role maintains effective and long-lasting customer relationships, develops opportunities for strategic growth, and works collaboratively to provide extraordinary support and customer experience. The Account Manager acts as the primary point of contact, offering sales expertise and driving all CMD commercial activities within the account.

Responsibilities

• Identify and prioritize new client opportunities and develop solution implementation and growth strategies
• Increase share of wallet within existing accounts by identifying underpenetrated areas, demonstrating CMD’s value proposition, designing appropriate solutions, and closing opportunities
• Lead and cultivate account relationships to drive expansion and renewals across the full CMD portfolio (analytical instruments, consumables, services); provide product assistance, consultation, and problem-solving to customers as vital and expedite orders
• Identify, document, and confirm the best technology choice to meet customer needs
• Provide quotations, negotiate contracts, and close orders with end users as well as purchasing departments, supporting all procurement processes
• Apply data and metrics to develop and report on account development strategies and tactics
• Adapt to customers’ needs, as well as to conditions and trends that affect them, and work independently to lead customer relationships
• Expand current account penetration and share of wallet, growing organically, broader and deeper with all primary products
• Leverage cross-sell motions and activities
• Lead direction for the territory; develop sales strategies to meet plan and expand business within assigned territory
• Maintain pipeline of opportunities to meet or exceed all quarterly sales objectives
• Use Thermo Fisher Scientific’s sales tools to effectively handle accounts, opportunities, pipelines, and forecasts in an accurate and timely manner
• Maintain awareness of competitor and industry activity
• Introduce new products and services as available
• Lead partnership and coordination with technical sales, field application, lab application, and IES specialists (as well as any other internal partner) to provide technical expertise
• Attend and run technical business presentations, and when required, trade shows, user meetings, and other customer events
• Positively represent Thermo Fisher Scientific throughout customer locations
• 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