Account Executive
Thermo Fisher Scientific
full-time
Posted on:
Location Type: Remote
Location: Remote • Kentucky, Ohio • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
SFDC
About the role
- Develops and implements the strategy and tactics to increase test utilization and test menu, effectively presenting the value of our testing to key individuals within target organizations, including top executives and laboratory management.
- Grows oncology and special protein market share by converting competitors using all contractual options (purchase, lease, and placement).
- Works closely with the Area Sales Manager and Key Account Manager to ensure strategic goals are met, leading instrument proposals that facilitate long-term growth before, during, and after placement.
- Manages new customer instrument demos.
- Directs all customer contract renewals from start to finish, ensuring customer happiness and retention.
- Achieves prescribed growth objectives, exceeding expectations and driving exceptional results.
- Protects against competitive challenges, applying knowledge to sustain market standing.
- Orchestrates the proper use of sales and marketing resources to ensure continuous growth and success.
- Collaborates and runs new product implementations and instrument go-lives, working with cross-functional teams to successfully implement new offerings.
- Holds regular Customer Business Reviews to determine and act on opportunities for growth and optimized clinical & laboratory utilization.
- Identifies initiatives that could include menu additions, sales/outreach collaboration, and cultivation of clinical champions.
- Educates and drives awareness of optimal patient care using the test portfolio, aligning mission and goals with those of customers.
- Educates clinicians on the benefit of clinical insights derived from testing for improved patient management.
- Provides business insight and value to retain customers and improve relationships, while also building Key Opinion Leaders.
- Acts as the primary liaison between the customer and other Commercial personnel, including marketing, commercial operations, and executive leadership.
- Uses Salesforce.com to accurately monitor sales activity and keep account and opportunity information current, guaranteeing up-to-date records.
Requirements
- Bachelor’s Degree required, preferably in Life Sciences or Business.
- Minimum of three years’ sales experience required in either Laboratory, Medical Device, or Diagnostics Sales OR 1 year experience required in a technical support science role in support of medical and diagnostic sales, and 2 years of experience in sales in either Laboratory, Medical Device, or Diagnostics Sales.
- Capital Sales experience strongly preferred.
- Consistent record of success in achieving sales targets and driving revenue growth.
- Strong strategic selling and complex selling skills.
Benefits
- competitive remuneration
- annual incentive plan bonus
- healthcare
- a range of employee benefits
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales experiencecapital salesstrategic sellingcomplex sellingcustomer contract managementinstrument proposalsnew product implementationclinical insightstest utilizationmarket share growth
Soft skills
customer relationship managementcollaborationcommunicationleadershipproblem-solvingstrategic thinkingcustomer educationbusiness insightcustomer retentioncross-functional teamwork