Careers at ThermoFisher Scientific

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Canada - Montreal|Canada - Ontario|Canada - Toronto
Job Description
When you are part of the team at Thermo Fisher Scientific, you will do important work, and you will be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you will find the resources and opportunities to make significant contributions to the world. At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us as a Senior Account Manager Digital Science and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

How would you make an impact ?

You will be a part of the Digital Science division that provides innovative data management software to accelerate scientific collaboration and discovery. Leveraging our deep scientific domain expertise and the latest advancements in cloud computing, we accelerate laboratory progress in research, development, manufacturing, and quality, enabling our clients to find new cures for diseases, new sources of renewable energy, and innovative industrial and consumer products.

As a Senior Account Manager, you will manage the business/sales relationship with accounts and partners in the Eastern Canada Region focusing on growing current revenue streams and/or developing new revenue streams. The account responsibility may be for one or several, strategic or key accounts, as well as developing accounts. This position carries a sales quota for a specific geographic area.
What will you do?
  • Prepares business plans for the territory. Plan should include opportunity map, estimates current and future levels of spending on products and services, sales strategies, tactics and resource requirements.
  • Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
  • Ensures that the account plans and sales activities are consistent with overall business goals.
  • Ensures implementation schedules and support activities are aligned with commitments to customers and to management.
  • Serves as customer advocate and ensures that any major conflicts with customers are resolved.
  • Builds relationships at multiple levels of account and across all constituents.
  • Conducts quarterly account reviews and updates the account plans on a regular basis to reflect progress and market changes.
  • Maintains and updates a list of prospects within a centralized CRM system.
  • 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.
  • Provides realistic sales forecasts to management and communicates any significant changes or developments.
  • Participates in regional meetings to share best practice, review performance against targets, and conduct informal training.
  • Establishes executive level presence in key accounts, and fully understands business issues and drivers.
  • Has sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
  • Develops executive relationships between accounts and Digital Science executives.
  • Works with sales executives from other Divisions and Sectors to identify cross-selling opportunities.
  • Manages the contract review process and negotiation.

How will you get there?

Education and Experience
  • BS/BA degree in Sciences
  • 5+ years of selling enterprise software

Knowledge, skills and abilities
  • Account Planning
  • Customer Management
  • Partner Management
  • Prospecting
  • Managing & Forecasting Sales Pipeline
  • Positioning and Selling
  • Leveraging Internal Resources
  • Negotiating and Closing Sales
  • Supports Account Teaming

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