Sr Account Manager

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

The Laboratory Chemicals Division (LCD) provides a full range of analytical reagents and research and discovery chemicals to Thermo Fisher’s core markets worldwide. LCD has been identified as a strategic growth area for the company with expansion opportunities in the US, Europe and developing markets, especially Asia. LCD has five operational facilities in the US and Europe and sells a significant portion of its products through our channel partners in major markets around the world. We are now looking for a driven Chemical Sales Specialist to become part of our South West Europe team. You will manage our business in a region covering Switzerland.

 

Mission :

 

As the Senior Chemical Sales Specialist, you will be responsible for representing the Laboratory Chemicals Division Brand portfolio to customers and supporting our channel partners. You will drive effective customer relations, develop opportunities for growth within an existing customer base and assure market penetration and profitability while achieving sales and profit forecasts. You will be recognized as the subject matter in your area and support the development of your colleagues in some specific areas. This role reports to the Region Manager and involves selling all the chemical brands from a general perspective and a project specific approach.

This role is jointly field and home based and will require 70% travel. It is expected that 85% of your time will be spent in direct contact with customers, both virtually and in the field and working closely with channel partners. Due to the size of the territory, and the global nature of the business, overnight stays will be expected. Sales support will be provided by the Manager, Marketing, Product Management, Operations and Customer Service teams.

 

Responsibilities :

 

• Strong Market knowledge of analytical reagents and research and discovery chemicals

• Master the capabilities of the company related to our large Chemicals portfolio including bulk and custom products. Share knowledge with less experienced team members

• Be a subject matter expert within the Chemical Sales Team and be an ambassador of Thermo Fisher Scientific, fully embrace the company values.

• Participate to the delivery of training sessions for less experiences Chemical Sales Specialists

• Utilize product and application knowledge across our entire Laboratory Chemicals Division Brand portfolio to successfully apply consultative and strategic selling presentations.

• Understand customer goals, priorities, and challenges to provide solutions best positioned to address the customer needs.

The above statements are intended to describe the general nature and level of the work being performed by the people assigned to this job. They are not an exhaustive list of all the duties and responsibilities associated with it. Thermo Fisher Scientific is an Equal Employment Opportunity Employer

• Develop and execute sales strategies to meet assigned targets and expand business within assigned territory; maintain a pipeline of opportunities to meet or exceed sales objectives, and map out Lab to Production strategies at key accounts

• Develop and manage an annual Territory Plan and quarterly business plans to meet or exceed financial goals

• Develop and maintain effective customer relations with all customers and potential customers in the assigned territory. Seek out broader relationships within the account to help facilitate networking and prospecting

• Build and maintain strong relationships with all channel partners including Fisher Scientific, particularly field-based sales, acting as a specialist support for key accounts.

• Manage cross divisional and/or cross functional projects to increase the division’s development plan and create an enhanced customer value proposition

• Maintain awareness and understanding of competitor and industry activity and keep informed of new products/services and other general information of interest to customers. Incorporate this data into the business plans.

• Fully utilize analytics tools and CRMs to drive territory success and achieve plan.

• Actively work on the onboarding of newcomers within the team and mentor more junior colleagues

• Deputize for the Regional Manager when needed
• Maintain high ethical standards to support a professional business code of conduct.

 

Minimum Requirements/Qualifications:

 

• Field-based experience of working in a commercial environment within the chemicals market.

• A university degree, preferably in chemistry or equivalent.

• The ability to work well independently, be self-motivated and also work well in a team. We have a strong team ethic.

• Excellent inter-personal skills and be confident in all types of customer situations

• Tenacity and determination to exceed targets

• Good organizational skills with clear prioritization of short and long-term tasks.

• Accepts accountability and responsibility

• German and English fluent; French is a strong plus