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Careers at ThermoFisher Scientific

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Job ID :
40012BR
Location :
New Zealand - Palmerston North
:
Job Description

Key Responsibilities:

Account Management

  • Achieve and exceed sales territory financial targets including:
    • Revenue and order intake.
    • Gross Margin (including percentage and contract pricing management).
    • Expenses within agreed levels & ensure cost effective travel planning.
  • Grow business in line with company targets:
    • Develop and maintain a sales opportunity funnel in line with targets.
    • Focus on growing existing accounts (SOW) and developing new business (SOM).
    • Proactively follow up and assist our customers with appropriate solutions.
    • Identify opportunities across all business units within Thermo Fisher Scientific.
    • Manage customer relationships and be a ‘supplier of choice’.
    • Fully utilise salesforce.com to maximise the benefit to yourself and your colleagues.
    • Publicise Thermo Fisher Scientific and proactively approach the customer base via planned and targeted calls.
    • Utilise internal resources effectively and work closely with Product Managers, Product Specialists, and Category Leaders.
  • Ensure that an effective customer contact program is being implemented and managed so as to maximise sales growth & key customer relationships:
    • 80/20 customer management.
    • Value proposition presented at all calls.
    • Face to face calling targets - 30 calls per week.
    • Pre-planning of sales calls in order to achieve objectives.
    • Call planning and reporting in SalesForce.com.
    • Database & mailing list maintenance/updates.
    • Build strong relationships with accounts at the influencer/key decision maker level.
  • Ensure that sales territory and customer e-commerce targets are achieved
  • Develop and implement key account plans and strategies in line with marketing and sales management objectives:
    • Key product line targets met.
    • Key promotions and marketing programs implemented.
    • Key account plan objectives implemented and measured quarterly.
    • Use of standard key account planning format for identified customers.
    • Use of SalesForce.com as a key reporting and management tool.
  • Report and communicate internally in order to ensure opportunities are being maximised and customer (external & internal) expectations are being met:
    • Deliver to required reporting deadlines.
    • Update Product Managers and Management team on activities, progress to goals, & market intelligence (via SalesForce.com & general feedback).
    • Communication re: performance to target – wins/issues.
  • Meet key performance standards and exceed customer expectations in terms of service levels: response time, complaint resolution and management, follow ups and provision of information, etc.

Minimum Requirements/Qualifications:

Qualifications & Experience

  • Tertiary qualification in a scientific field is essential.
  • Previous laboratory experience or similar technical support role.
  • Ability to travel domestically.
  • Comprehensive knowledge and confidence in the sales process.
  • Previous Sales experience with accountability for achievement of KPI’s and Financial Targets.
  • High standard of computer literacy.


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