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Thermo Fisher Scientific Account Manager III in Los Angeles, California

Job Description

How will you make an impact?

The territory account manager is responsible for selling chromatography and laboratory

consumable products for the Chromatography Consumables business within the Analytical

Instruments Group. This person will focus on exceeding sales quotas for the full product

portfolio within the assigned territory by selling and negotiating contracts to close orders with

end user customers, key decision makers and procurement. Must be able to collaborate with

telesales reps, channel distribution partners, product & application specialists, chromatography & mass spectrometry instrument teams, customer experience and business development teams as

well as other inter-company synergistic individuals.

This field based position covers California, Nevada and Utah and will require overnight

travel at times up to 40%

What will you do?

 Achieve/ exceed assigned monthly & yearly sales goals/quotas within assigned territory

 Identify , develop and close large sales opportunities

 Develop and implement strategic account specific strategies to develop new customers

and opportunities and secure territorial annual sales growth consistent with

corporate/divisional AOP goals

 Ability to use sales tools, develop detailed business plans, organize, accurately forecast

territory results, provide market intelligence, implement value selling and meet sales

objections while operating within expense budgets and control costs

 Sells new products by establishing key customers relationships and understanding

customer application needs

 Aligns with applicable channel/distribution partners, telesales reps, channel distribution

partners, product & application specialists, chromatography & mass spectrometry

instruments, customer experience and business development teams

 Lead Key Account activities for high value accounts. Possibly cross-territories

 Maintain and continue to develop a superior knowledge of our products and their


 Train and motivate channel/distribution/rep organizations to optimize achievement of

sales goals via their supplementary efforts.

 Monitor competitive activity and industry trends, fosters competitive solutions to meet

sales goals

 Timely submit forecasts, weekly reports, monthly highlights, marketing intelligence, and

other related reports for defined territory to supervisor

 Maintain accurate and current records of proposals, opportunities, accounts, contacts,

leads and actions through SalesForce.com CRM within defined territory

 Keep manager abreast of any new developments in the marketplace (competitive,

product, customer, wins/losses, etc...)

 Present the company’s products in a positive manner and maintain/build our reputation in

the marketplace

 Maintain intensity persistence and continually strive to increase market share

Education and Required Experience:

 BS degree in Chemistry or related field required

 Minimum two years of selling experience strongly preferred.

 Must have working knowledge of Chromatography (GC and HPLC) and should have

knowledge of Mass Spectrometry (GC/MS and LC/MS) and Chromatography

Information Data Systems (CDS/LIMS).

 Must also have a broad familiarity with the following industries: biotech, pharmaceutical,

academia research, medical research, environmental, food/flavors, clinical/toxicology,

forensics, and petrochemical/petroleum.

 Experience developing and executing sales and/or field marketing plans as well as

time/territory management plans to develop long-term relationships, drive account

expansion and penetration.

 Knowledgeable with respect to competitive landscape for chromatography products and


 Ability to identify new target accounts each year and be able to develop and execute

territory plans.

 Prior experience forecasting and use of a CRM (SFDC) for reporting.

 Experience in managing independent selling or distribution channels a definite plus.

If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here at https://jobs.thermofisher.com/page/show/eeo-affirmative-action-statement#accessibility for further assistance.

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.