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Job Description

About Us:

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Sales & Marketing team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Location/Division Specific Information

The Immunodiagnostics Division ( IDD ) of Thermo Fisher Scientific aims to dramatically improve the management of allergy, asthma, and autoimmune diseases by providing healthcare professionals with advanced diagnostics technologies and clinical expertise. Our key businesses: allergy, autoimmunity, and systems.

Discover Impactful Work:

Gain autoimmune market share through competitive conversion utilizing all contractual options (purchase, lease, placement). Sell Capital serving as IDDs Instrument specialist.

The position is responsible for securing prescribed revenue objectives for IDD’s allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, maintain and grow existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through.

A day in the Life:

• Present and successfully sell our value proposition at the C-Suite level, as well as ensure total account buy-in and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).

• Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.

• Collaborate closely with Regional Manager to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement.

• Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.

• Work collaboratively with all Thermo Fisher Scientific divisions, most specifically HMD, to demonstrate a total Thermo Fisher Scientific experience.

• Meet and/or exceed annual growth targets.

• Travel is frequent, at approximately 80% of total time.

Keys to Success:

Education

Bachelor’s Degree

Experience

2+ years successful experience in capital diagnostic or medical device sales, and a 1 - 3 year track record of proven success as a Regional Account Manager (or equivalent)

• Prefer prior Medical Technologist, Clinical Laboratory Technicians (CLTs) or Medical Laboratory Technicians (MLTs) background or other ‘hands on’ laboratory experience

Successful C-Suite sales experience

Knowledge, Skills, Abilities

• Be a self-starter, able to work independently out of your home, and be willing to travel approximately 80% of time (mainly in your own Area, but also throughout the U.S.);

• Cultivate, leverage and develop long-term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide outstanding customer service.

• Lead operating plan objectives relative to Point of Sale, Capital Equipment Sales, Contract Renewal, and Competitive Conversions.

• Possess strong listening and interpersonal skills, and effective oral and written presentation communication skills;

• Be business plan-focused and effectively persistent and persuasive, while also being appropriately flexible and resilient, in order to respond to changing business and customer needs

• A greater understanding of the competitive landscape in their customer base

• Able to “think on your feet”, be well organized, and results driven

• Possess a detailed understanding of the complexities of healthcare delivery systems and a basic understanding of healthcare finance/accounting and provider/payer economics

• Have a proven background in market and account development, creating and implementing successful business strategies that drive market and sales growth.

• Possess strong analytical capabilities in order to assess and understand profitability of customer relationships in order to optimally partner and negotiate

• The ability to partner with internal functions in to ‘quarterback’ customer needs

This position is accountable for achieving prescribed allergy and EliA sales growth through customer retention and effective account management; persuasively articulating the clinical and economic case for allergy and autoimmune testing; ensuring that laboratory infrastructure is secure; and attending to logistical details required for effective physician access where needed. All activity will be in compliance with company policies and guidelines.

We offer competitive salary, an annual incentive bonus plan, and a range of other employee benefits!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. A one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today! http://jobs.thermofisher.com

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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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.