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Job ID :
Location :
United Kingdom - Altrincham
Job Description
Job Title: Key Account Manager Lab Automation
Requisition ID: 58044BR
About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of more than $20 billion and approximately 65,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
The Key Account Manager Lab Automation is Responsible for direct sales and market development of LabAutomation products within a defined geographic sales area.
Duties and Responsibilities)
• Develop and close new end user business
• Grow business in existing accounts
• Promote products that include Thermo Fisher Scientific hardware, software, and services.
• Other miscellaneous duties as assigned
• Develops go-to-market territory plan that includes opportunity map, target accounts (tier 1, tier 2, tier 3), forecast, sales strategies, tactics and resource requirements.
• Creates robust account plans for tier 1 accounts
• Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
• Maintains and updates a list of target accounts and prospects within a centralized system including organizational charts on decision makers, influencers, support staff, etc.
• Actively prospects across the installed base and in new accounts to ensure that target opportunities are developed.
• Works with partners/customers to identify additional prospects.
• Establishes initial contacts at an executive level in potential customers, and builds alignment with the right people in the political structure.
• Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and bookings/revenue expectations are met.
• Provides realistic sales forecasts to management and communicates any significant changes or developments.
• Updates lead/contact management system to track progress.
• Participates within extended team to share best practice, review performance against targets, and conduct informal training.
• Execute complete selling process from opportunity creation/identification through contract closing
• Prepares for each sales call and sets specific call objectives.
• Responds effectively to customer requests and resolves critical issues and meets all commitments in a timely manner.
• Allocates part of every sales call to understanding or clarifying the customers’ business challenges. Understands customers’ perception of Thermo and provides feedback to sales management on significant issues and developments.
• Establishes executive level presence in key accounts, and build understanding of customer and sales issues.
• Has sufficient technical and business knowledge to present a compelling value proposition to customers.
• Uses knowledge of the competition in the sales campaign to develop competitive strategies.
• Works closely with Sales Management on developing deals (discounts, terms and conditions) within Company Delegation of Authority
• Executes sales activities within defined travel and expense guidelines
Minimum Education and Experience Requirements
  • Bachelor's degree (B.S./B.A.) in Chemistry, Biochemistry or Molecular Biology or equivalent (preferred).
  • A graduate degree in the bio-sciences or completion of graduate level coursework is desirable.
  • Proven track record of sales achievement within or related to Laboratory Automation, large capital equipment or related products or equivalent combination of education and experience.
  • Experience in selling to the pharmaceutical industry is a must.
  • Established positive reputation within our customer base
  • Ability to travel 50%. A valid Driver's License and passport without restrictions.
Recruiter: Charlotte Goodwin, charlotte.goodwin@thermofisher.com
At Thermo Fisher Scientific, each one of our 65000 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 safer. 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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