Account Manager – Immunology
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Job Description
Thermo Fisher account manager driving allergy and autoimmune diagnostics sales in Finland. Managing Baltic distributors, healthcare pathways, forecasts, and key customer relationships.
Responsibilities:
- Develop and execute strategic territory account plans across allergy and autoimmunity portfolios
- Achieve sales, revenue, margin, and activity targets
- Manage the sales pipeline from prospecting through closure, focusing on retention, expansion, growth, and value-add
- Manage Finland and Baltic distributor markets through strategic and tactical sales business plans
- Influence decision-makers in primary care, secondary care, and laboratories to develop patient pathways and increase access to diagnostics
- Promote Thermo Fisher’s allergy and autoimmune diagnostic test portfolio to clinicians and channel partners
- Understand healthcare systems, patient pathways, therapy areas, and laboratory processes in target accounts
- Collaborate with internal stakeholders to increase patients tested, test volume, and revenue
- Monitor and review performance and make recommendations
- Report activities and update funnel opportunities and risks in SFDC CRM
- Provide revenue forecasts and participate in the annual AOP process
- Establish and maintain relationships with customers and local key opinion leaders
- Manage and develop distributor relationships as the primary commercial point of contact
- Ensure distributor activities align with commercial strategy, contractual obligations, Thermo Fisher policies, and compliance requirements
Requirements:
- Experience in a sales position in the In Vitro Diagnostic (IVD), medical device, or healthcare market
- Excellent communication, sales, influencing, and negotiation skills
- Ability to develop positive relationships with customers and key opinion leaders at all levels
- Results-oriented
- Strong interpersonal skills
- Ability to assimilate information to garner support for resources and change
- Understanding of key market drivers and dynamics of the Finland and Baltic healthcare markets, including direct and distributor-led business models
- Experience managing distributors, channel partners, or indirect sales markets, preferably across multiple countries
- Excellent presentation skills
- Willingness to travel as needed to customer and distributor locations and domestic and international conferences/workshops
- Minimum 5 years of demonstrated success and experience in IVD sales
- Preferred scientific or medical background: Master's or equivalent in Science (Biology, Clinical Biology, Immunology)
- Clean driving licence
- Proficient spoken Finnish
- Excellent written and verbal English
Benefits:
- Fully remote work arrangement
- Standard Monday–Friday work schedule
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