Account Manager III

pbuJob Description/u/b/pp/ppThermo 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./pp/ppbDiscover Impactful Work:/b/ppManages 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./pdivp/p/divpbA Day in the Life:/b/pulliMaintains current business, covering customers over multiple states./liliDevelops the strategy and the tactics to increase test utilization; communicates the value of our testing to partners throughout target organizations./liliCreates opportunity for new capital sales opportunities with new current customers and maintains involvement throughout the sales cycle, leading instrument proposals./liliManages new customer instrument demos. Manages all customer contract renewals from start to finish./liliAchieves prescribed growth objectives./liliDefends against competitive threats./liliConduct accurate use of resources to ensure growth./liliCollaborates and manages implementations and go-lives./liliResponsible for Demand Generation Strategy./liliHolds 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./liliUnderstands and effectively articulates our compelling case and economic value proposition to our customers within regional healthcare systems, reference labs, and hospital laboratories./liliEducates 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./liliDevelops and cultivates advocacy to drive sales and market growth collaborating with established customers./liliProvides business insight and value to retain customers and enhance customer relationships while building Key Opinion Leaders./liliMeets regional and organizational goals with exceptional time management skills and integrity./liliPromotes teamwork to achieve regional growth and sales targets./liliPrimary liaison between the customer and other Commercial personnel (marketing, commercial operations, executive leadership, etc.)/liliUsing Salesforce.com to accurately track sales activity and update account and opportunity information, as appropriate/liliParticipates in district meetings for training purposes, product information updates, and sharing field intelligence information./liliOther duties as assigned./li/ulp/ppbKeys to Success:/b/ppbEducation:/b/pulliBachelor’s Degree required, (Life Sciences or Business) strongly preferred./li/ulp/ppbExperience/b:/pulli3 sales experience in either Laboratory, Medical Device, or Diagnostics Sales/liliCapital Sales experience strongly preferred./li/ulp/ppbKnowledge, Skills and Abilities:/b/ppspanTo 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./span/pulliProven track record of success in current position./liliStrategic Selling complex selling skills preferred./liliSuperior communication skills and ability to work effectively in a matrix environment with multiple stakeholders./liliDriven results oriented./liliAbility to lead without authority to achieve sales goals./liliStrong interpersonal skills/liliAbility to assimilate information to garner support for resources, change, etc./liliUnderstanding of the key market drivers and dynamics of the healthcare market./liliPossess superior listening skills, a genuine customer focus, and demonstrated ability to engage and influence customers at high levels./liliAbility to effectively strategize both independently and collaboratively to develop plans to maximize pull through sales with individual hospitals, health systems, reference laboratories, and IDNs./liliAbility to travel throughout your territory, at approximately 70% of total time./li/ulp/ppbPHYSICAL DEMANDS AND WORK ENVIRONMENT:/b/ppThe 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./pulliThe 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/liliEmployee 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/liliMay need to reach with hands and arms; climb stairs; balance, stop, kneel, or crouch/liliEmployee 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/liliEmployee may occasionally lift and/or move up to 20 pounds. May be required to lift larger amounts when traveling (i.e. luggage)/liliThe noise level in the work environment will vary by location but is usually moderate/li/ulp/ppAt 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 spansafer. Apply/span today! a href=''http://jobs.thermofisher.com/'' target=''_blank''spanspanspanspanspanhttp://jobs.thermofisher.com/span/span/span/span/span/a /p