Careers at ThermoFisher Scientific

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.