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Job ID :
38778BR
Location :
US - Massachusetts - Boston|US - Wisconsin - Madison|US - Pennsylvania - Philadelphia|US - California - San Jose
:
Job Description
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

Position Summary:
This is a strategic customer-facing position within the global Molecular Spectroscopy Business Unit, supporting the broad product offering within the BU and Chemical Analysis Division to drive growth in the Materials Science Research market. The person in this role is directly responsible for creating the overall Materials Science Research penetration strategy for assigned accounts; incorporating business unit level account goals and objectives.


Key Responsibilities:
  • Develop relationships at material science R&D and senior levels with strategic accounts to advance Thermo Fisher’s access and opportunities.
  • Create account leverage across the breadth of the BU, Division, and Thermo Fisher Scientific product portfolio (as applicable)
  • specific proposals and offerings to company objectives by working with business unit product management and commercial product sales teams.
  • Conduct regular key account reviews and business updates to key stakeholders within the customer company and within the Molecular Spectroscopy business unit
  • Owns Strategic Account Headquarter Relationships to identify new business opportunities and supports geographic account activities.
  • Deliver bookings and revenue commitments
  • Territory Development – Identify potential client targets and develop relationships in the assigned territory to grow the region and increase awareness of the materials science capabilities
  • Key Account Planning – Conduct analysis of industry trends and customer applications to assess the potential demands that the clients may have for materials science products. Develop short / medium and long term strategies that result in maximizing the opportunities to increase the sales pipeline.
  • Key Account Management - Introduce and ensure client understanding of the Thermo Fisher Materials Science value proposition. Implement preferred provider relationships and strategic partnerships to leverage the materials science product portfolio.
  • Commercial Process Management – manage contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations.
  • Development of service opportunities & growth – partner with service providers to deliver strategic full service offering and programs.
  • Reporting – provide account status reports as required on a local or global basis as appropriate – integrate Sales Force.com as part of daily work to ensure accurate reporting.
  • Continuous improvement – identify opportunities for standardized work, and improvement of quality and service with client group. Formulate and implement action plans for continuous improvement
  • Key Account Mapping - mapping the stakeholders and functions of a global customer along with Thermo Fisher stakeholders to ensure optimized customer communication and execution pathways.
Minimum Requirements/Qualifications:
  • Bachelor’s Degree required chemistry, physics, material science, or related fields
  • Highly motivated to achieve targets with bias for action
  • Excellent interpersonal, collaborative and communications skills
  • Analytical approach to sales management; demonstrated competence managing ‘by the numbers’ to forecast and to planning for and making commitments
  • Minimum of 5 years of success in sales
  • Experience with managing a complex sales process including experience selling highly technical instruments through multiple channels to government, academic, industrial and research institutions involved in material science research
  • Demonstrated ability to work effectively in a matrix environment
  • High energy level with the ability to take initiative
  • Effective negotiation skills
  • Solution Selling (or comparable) experience desirable.
  • Based in North America with ability to travel 50%+ of time
This position does NOT have relocation assistance.

At Thermo Fisher Scientific, each one of our 50,000 extraordinary minds has a unique story to tell.




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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