Account Manager, Transplant Diagnostics - Mid-West

Job Description

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

The Mid-west Account Manager will grow the Transplant Diagnostics business in existing/prospect accounts within the core/emerging segments of the assigned regional geography. The successful candidate will drive opportunities from demand creation through to closure, and implementation in order exceed revenue objectives.

Location:

Remote, Located in: OH, IN, MI, WI, IL

Approximately 50-75% travel required

• 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.
• Lead strategic direction for all regional accounts to meet and exceed assigned financial goals.
• Develop relationships and collaborate with technical sales support and field application specialist team to increase sales and product loyalty.
• Effectively 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 customers across an organization.
• Ability to nurture and maintain strong relationships with all pertinent department customers 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.
• Ability to navigate sophisticated customer situations by configuring high-value solutions and successfully implementation strategies.
• Collaborate optimally 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 exceed customer expectations.
• Collaborate with Customer Service, Sales Operations, Logistics, Marketing and Technical Support Teams to provide a positive customer experience.
• Own 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).
• Demonstrate 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 values.
• Demonstrates integrity and positivity internally and externally.
• Travel is required for customer meetings, national/regional meetings, and workshops.

• Bachelor's degree in Biological or Chemical Sciences AND
• A minimum of 2 years' experience in an HLA or Molecular Laboratory
• 2 years of related sales experience with shown success preferred

• 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 teamwork 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.