Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
The Account Manager (AM) is a key commercial role within the Biosciences Division (BID) of Thermo Fisher Scientific. This account-focused role is responsible for selling and supporting the BID portfolio, including products and instruments that support cell biology, molecular biology, protein biology, cell analysis, cell culture, and related life sciences research workflows.
The AM builds effective, long-lasting customer relationships, identifies opportunities for strategic account growth, and works collaboratively across Thermo Fisher Scientific to deliver outstanding support and customer experiences. The AM is the primary commercial point of contact for assigned accounts, provides sales expertise, and leads BID commercial activities within those accounts.
Major End Market Focus Areas
- Academic and Government Research: Universities, research institutes, and government laboratories conducting basic and translational research.
- Pharmaceutical and Biotechnology: Pharma and biotech organizations working in drug discovery, preclinical research, biologics, and life sciences R&D.
- Healthcare and Applied Life Sciences Research: Organizations using life sciences tools and workflows for research, testing, and other applied applications.
- Portfolio Account Management: The Portfolio AM manages accounts across relevant research and applied life sciences segments. Product competency is required for the BID portfolio relevant to the assigned accounts.
Key Responsibilities
Selling Agility
- Identifies and prioritizes new customer opportunities and develops strategies to implement solutions and grow accounts.
- Increases share of wallet within existing accounts by identifying underpenetrated areas, demonstrating BID’s value proposition, recommending appropriate solutions, and closing opportunities.
- Leads and develops customer relationships to drive account expansion across the BID portfolio, including instruments, reagents and consumables.
- Provides product information, consultation, and problem-solving support to customers, and expedites orders as needed.
- Prepares quotations, negotiates commercial terms, and closes orders with end users and purchasing departments; supports procurement processes.
- Uses customer, sales, and market data to develop and report on account strategies and sales activities.
- Adapts to changing customer needs and market conditions, and independently leads customer relationships.
Results Leadership
- Expands account penetration and share of wallet by growing BID business across relevant products and workflows and identifying cross-selling opportunities.
- Develops territory sales strategies to meet plan and grow business within assigned accounts and territory.
- Maintains a healthy pipeline of opportunities to meet or exceed quarterly sales objectives.
- Uses Thermo Fisher Scientific sales tools to manage accounts, opportunities, pipeline, and forecasts accurately and on time.
- Monitors competitor and industry activity and introduces new products and services as they become available.
Technical Knowledge
- Partners and coordinates with technical sales and field application specialists to provide customers with appropriate technical expertise.
- Delivers product and workflow presentations and, as needed, participates in trade shows, user meetings, and other customer events.
- Represents Thermo Fisher Scientific professionally at customer locations.
- Works effectively in a team-selling environment, engaging the right internal resources to address customer needs.
- Analyzes sales data, market trends, customer behavior, and financial metrics to support account planning and revenue forecasts.
- Develops and adjusts sales strategies using historical performance, market trends, pipeline information, and changing market conditions.
Minimum Requirements/Qualifications
- 3+ years of proven sales experience preferred, ideally in life sciences, laboratory products, or research markets, with a track record of achieving sales targets and growing revenue.
- Master’s degree in life science or related field, or equivalent work experience.
- Strong market knowledge and a professional network relevant to the assigned territory.
- Experience conducting on-site customer seminars and technical or product presentations.
- Commercial mindset and a strong motivation to win new business, with a demonstrated ability to pursue opportunities consistently.
- Strong interpersonal, oral and written communication skills.
- Ability to explain and sell the scientific applications and technical aspects of BID portfolio.
- Intermediate proficiency in English, with the ability to listen, speak, read, and write.