Now Hiring - Strategic Account Executive in Santa Fe, NM

Job Description

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 spectacularly 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:

Capture autoimmune market share through driven conversion using 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 consensus 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 Area Director 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

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

2+ years successful experience in capital diagnostic or medical device sales, and a 1 - 3 year track record of shown success as a Regional Account Manager (or equivalent). 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 50% of time (mainly in your own Area, but also throughout the U.S.);
• Influencing, demonstrating, and developing 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 seamless customer service.
• Manage 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.
• Prefer prior Medical Technologist, Clinical Laboratory Technicians (CLTs) or Medical Laboratory Technicians (MLTs) background or other ‘hands on’ laboratory experience
• Possess strong analytical capabilities in order to assess and understand profitability of customer relationships in order to effectively partner and negotiate
• Be able to effectively partner with internal functions in order to ‘quarterback’ customer needs

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! [please apply online] 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.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Accessibility/Disability Access

Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-[please apply online]*. Please include your contact information and specific details about your required accommodation to support you during the job application process.

• This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.

Compensation and Benefits

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: [please apply online]