Account Executive
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Job Description
Thermo Fisher Account Executive growing oncology and special protein diagnostics revenue across New York. Managing laboratory accounts, instrument proposals, customer renewals, and clinical adoption.
Responsibilities:
- Drive revenue growth and build lasting customer relationships for Thermo Fisher Scientific’s Protein Diagnostics Division
- Achieve targeted revenue objectives for oncology and special protein products
- Prospect for and close new laboratory and health system business
- Maintain and expand existing accounts
- Develop and execute strategic sales plans
- Manage key account relationships and drive customer satisfaction through consultative selling
- Deliver tailored solutions through in-person customer visits and virtual engagement
- Increase test utilization and expand test menus
- Communicate the value of the testing portfolio to executive leadership and laboratory management
- Grow oncology and special protein market share by converting competitive business
- Partner with the Area Sales Manager and Key Account Manager on strategic objectives and instrument proposals
- Manage customer instrument demonstrations and support evaluation processes
- Lead customer contract renewals
- Achieve growth and revenue objectives while expanding business within the assigned territory
- Respond to competitive challenges and protect market position
- Leverage sales, marketing and commercial resources to grow accounts
- Collaborate on new product implementations and instrument go-lives
- Conduct Customer Business Reviews to identify growth and utilization opportunities
- Educate customers and clinicians on test portfolio value and clinical insights
- Develop Key Opinion Leader relationships
- Serve as primary liaison between customers and internal Commercial partners
- Maintain account, opportunity and sales activity information in Salesforce.com
Requirements:
- Bachelor’s degree in a scientific discipline strongly preferred, or an equivalent combination of education and relevant work experience
- Minimum of 3 years of sales experience required
- Prior experience in laboratory, medical device or diagnostics sales preferred
- Capital sales experience strongly preferred
- Demonstrated record of achieving sales targets and driving revenue growth
- Strong strategic, consultative and complex selling skills
- Technical aptitude with the ability to understand customer applications, laboratory workflows and business needs
- Excellent communication, presentation and negotiation skills
- Demonstrated ability to develop and maintain relationships with stakeholders at multiple levels of an organization
- Strong analytical, business planning and territory management capabilities
- Ability to work independently while collaborating effectively within a matrixed organization
- Proficiency with CRM systems, preferably Salesforce, and Microsoft Office
- Valid driver’s license
- Ability to travel 50–75% within the assigned territory
- Demonstrated commitment to Thermo Fisher Scientific’s 4i Values: Integrity, Intensity, Innovation and Involvement
- Must be legally authorized to work in the United States without sponsorship
- Must be able to successfully complete a comprehensive background check, including a drug screening
Benefits:
- Variable annual bonus based on company, team, and/or individual performance results
- Choice of national medical and dental plans, and a national vision plan, including health incentive programs
- Employee assistance and family support programs
- Commuter benefits
- 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
- Short- and long-term disability in accordance with company policy
- Competitive 401(k) U.S. retirement savings plan
- Employees’ Stock Purchase Plan (ESPP), with eligible colleagues able to purchase company stock at a discount
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