.Business Title: Account ManagerReports To: Manager, Sales, Iberia RegionGroup/Division: AIG/CMDCareer Band: Band 6Position Location: Spain - RemotePosition Summary: The Account Manager (AM) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific.
This is an account-focused role with the primary responsibility for selling and supporting all CMD products.
The Account Manager role maintains effective and long-lasting customer relationships, develops opportunities for strategic growth of the account, and works collaboratively and effectively to bring extraordinary support and customer experience, making it easier for our customers to do business with Thermo Fisher Scientific.The AM is the primary point of contact and provides sales expertise and drives all CMD commercial activities within the account.
Major end market focus areas include:Analytical Science account examples: Pharma QA/QC, Environmental, Industrial, food safety, and Healthcare.
Product competency is required for the relevant CMD product offering.Scientific Research account examples: Academic, Pharmaceutical R&D/drug development, and BioPharma R&D. Product competency is required for the relevant CMD product offering.The Portfolio AM will be handling both Scientific Research and Analytical Science accounts.Key Responsibilities:Selling Agility:Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies.Leads and cultivates account relationships to drive expansion and renewals across the full CMD portfolio (analytical instruments, consumables, services); provides product assistance, consultation, and problem-solving to customers as vital and expedites orders.Identifies, documents, and confirms the best technology choice to meet the customer needs.Provides quotation, negotiates contracts, and closes orders with end users as well as purchasing departments and supports all procurement processes.Applies data and metrics to develop and report on account development strategies and tactics.Adaptable to customers' needs, as well as to conditions and trends that affect them and works independently to lead customer relationships.Drives Growth:Expands current account penetration and share of wallet.
Grows organically, broader and deeper with all primary products.
Leverages cross-sell motions and activities.Manages direction for the territory; develops sales strategies to meet plan and expand business within assigned territory; maintains pipeline of opportunities to meet or exceed all sales objectives.Uses Thermo Fisher Scientific's sales tools to effectively handle accounts, opportunities, pipelines, and forecasts in an accurate and timely manner.Maintains awareness of competitor and industry activity.
Introduces new products and services as available