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Job Description

This commercial role supports the Transplant Diagnostics Division, as part of the Specialty Diagnostics Group at Thermo Fisher Scientific. We are focused on advancing the sciences of transplant diagnostics and improving the patient journey to support our mission of making the world cleaner, healthier, safer.

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

Location/Division Specific Information

Remote, Located in: PA, NY, MA, CT

Will manage eastern Canada

Approximately 50-75% travel required.

How will you make an impact?

The Northeast US/CAN Account Manager will be responsible for growing the Transplant Diagnostics business in existing/prospect accounts within the core/emerging segments of the assigned regional geography. The successful candidate will be responsible for driving opportunities from demand creation through to closure and implementation in order exceed revenue objectives.

What will you do?

• Develop demand and adoption for transplant diagnostics assays within existing and prospective account base including HLA and Molecular Laboratories, National/Regional Reference Labs, Transplant Registries, Biotech, BioPharma, Clinicians and more.
• Manage strategic direction for all regional accounts to meet and exceed assigned financial goals.
• Develop relationships and effectively work with technical sales support and field application specialist team to increase sales and product loyalty.
• Successfully articulate the value of our products, services, and support with multiple call points including buying influencers, as well as in-lab and out-of-lab stakeholders across an organization.
• Ability to cultivate and maintain strong relationships with all pertinent department stakeholders within an organization to maintain and promote all Thermo Fisher Scientific products inclusive of instrumentation, reagents for testing and non-testing applications.
• Identify, prioritize, and develop new customer opportunities to continually build a pipeline for future growth.
• Demonstrate understanding of thorough sales process from lead qualification, demonstration and opportunity close.
• Effectively navigate complex customer situations by configuring proposed solutions and successfully implementation strategies.
• Collaborate effectively across Thermo Fisher Scientific divisions to drive new customer acquisition and facilitate long-term growth.
• Primarily responsible for all communication and coordination between the customer and Thermo Fisher Scientific’s personnel and for ensuring that all new product and system implementations are implemented to exceed customer expectations.
• Collaborate with Customer Service, Sales Operations, Logistics, Marketing and Technical Support Teams to provide seamless and positive customer experience.
• Manage operating plan objectives of contracts and renewals, as well as effectively drive competitive conversions.
• Perform all commercial administrative duties related to effective territory management including documentation of accounts, customers, and activities and more in corporate CRM (SalesForce.com).
• Execute effective pipeline management including lead, opportunity, and sales cycle details to effectively forecast the business and exceed regional business objectives.
• Complete all assigned and required training satisfactorily and on time.
• Ability to uphold and support individual goals and company values.
• Demonstrates professionalism and positivity internally and externally.
• Travel is required for customer meetings, national/regional meetings, and workshops.

How will you get here?

Education and Experience:

• Bachelor’s degree in Biological or Chemical Sciences
• 2 plus years’ experience in an HLA or Molecular Laboratory
• 2 plus years of related sales experience with shown success preferred

Knowledge, Skills, Abilities:

• Ability to excel in building and work with customers to positively influence business growth.
• Highly analytical with the ability to apply data tools to identify and action strategic sales opportunities.
• Effective problem solver with a consultative approach focused on providing exceptional customer solutions.
• Strong listening and social skills, as well as effective oral and written communication skills.
• Self-starter, able to work independently and willing to travel.
• Understanding of trends in the transplant diagnostics markets, with knowledge of the competitive landscape.
• Knowledge of core customer segments including healthcare systems, hospitals, laboratory and references labs, payer economics, key influencers, and key opinion leaders in the medical, corporate, and public health communities.
• Ability to tailor sales approach to both clinical and non-clinical customers including C-suite level contacts.
• Proven experience in demand creation for innovative technologies in a plus.
• Demonstrated excellence in large account management, including creating and implementing successful business strategies that drive market and sales growth.
• Effective collaboration in a highly matrixed organization.
• Knowledge and experience of customer workflow/processes.
• Skilled in Microsoft Office applications including Outlook, Word, Excel and PowerPoint.
• Skilled in Social Selling including LinkedIn Navigator is a plus.
• Proficient using SalesForce CRM.

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or growing efficiency in their laboratories, we are here to support them. Our team of more than 100,000 colleagues delivers an outstanding combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.
Group/division summary

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.
Apply today! http://jobs.thermofisher.com
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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