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Rapid Diagnostics Solutions, Strategic Account Manager

Company: Thermo Fisher Scientific
Location: Los Angeles
Posted on: November 26, 2022

Job Description:

Job Title: Rapid Diagnostics Solutions, Strategic Account ManagerThis role supports the Rapid Diagnostics Solutions (RDS) business unit, as part of the Genetic Sciences Group at Thermo Fisher Scientific. We are focused on increasing access to innovative diagnostic testing solutions to support our mission of making the world cleaner, healthier, safer.When youre part of the team at Thermo Fisher Scientific, youll do important work, and youll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, youll find the resources and opportunities to make significant contributions to the world.Location/Division Specific InformationLocated in: NY, NJ, MA, IL, TX, or CATerritory: U.S.AApproximately 75% travel required.How will you make an impact?The primary responsibilities of the Strategic Accounts Manager are to develop, maintain and expand relationships and business opportunities among all GPOs, Integrated Delivery Networks (IDNs), and strategic key accounts in varying markets and channels of distribution. The successful candidate will manage customer and distributor relationships to overdeliver on assigned financial targets and business objectives.What will you do?

  • Plan and implement strategic initiatives with measurable output for assigned accounts, including GPOs.
  • Collaborate with regional sales team and distribution relationships to drive demand and revenue in all existing key Strategic Accounts.
  • Perform sales calls and work closely with direct and channel sales reps within the assigned territory to drive new sales growth.
  • Foster working relationships with decision makers at the highest relevant level within targeted organizations and affiliated accounts to provide solutions that drive adoption of testing with Rapid Diagnostic Solutions.
  • Understands and communicates strategic accounts business environments including goals, objectives, strategies and competitive situation.
  • Successfully articulate the value of our products, services, and support with multiple call points including buying influencers including technical buyer, economic buyers, user buyer and coach.
  • Conducts semi-annual business reviews for assigned accounts and leverages information from those reviews to plan and execute strategy with regional teams.
  • Identify and communicate strategic business development opportunities to key internal stakeholders.
  • Demonstrate ability to deliver high-level presentation and negotiate effectively with key stakeholders.
  • Collaborate effectively across Thermo Fisher Scientific divisions to drive new customer acquisition and facilitate long-term growth across multiple functions and portfolios.
  • Manage commercial operating plan objectives, including a demonstrated ability to understand and design contract terms to effectively drive customer retention/growth and secure long-term competitive conversions.
  • Primarily responsible for all communication and coordination between the customer and Thermo Fisher Scientifics personnel and for ensuring that all new product and system implementations are executed to exceed customer expectations.
  • Provide timely reports on field activity, market trends, and accounts trends that maximize sales and marketing opportunities.
  • Collaborate with Customer Service, Sales Operations, Logistics, Marketing and Technical Support Teams to provide seamless and positive customer experience.
  • Perform all commercial administrative duties related to effective territory management including documentation of accounts, customers, and activities and more in corporate CRM (SalesForce.com).
  • Execute effective pipeline management including lead, opportunity, and sales cycle details to effectively forecast the business and exceed regional business objectives.
  • Complete all assigned and required training satisfactorily and on time.
  • Ability to uphold and support individual goals and company values.
  • Demonstrates professionalism and positivity during internal and external engagements.
  • Travel as required.How will you get here?Education and Experience
    • Bachelors degree in field with 5+ years of related work experience OR
    • Masters degree in field with 4+ years of related work experience
    • Minimum 5+ years sales experience in hospital or clinical laboratory markets
    • Knowledge of organizational structures including GPO, IDNs.
    • Knowledge of strategic accounts including National Retail Pharmacies, National Reference Labs and more.Knowledge, Skills, Abilities:
      • Ability to excel in building and managing relationships which positively influence business growth.
      • Highly analytical with the ability to utilize tools to identify and action sales key performance indicators.
      • Effective problem solver with a consultative approach focused on providing exceptional customer solutions.
      • Strong listening and interpersonal skills, as well as effective oral and written communication skills.
      • Results-driven self-starter, able to work independently and willing to travel.
      • Understanding of trends in the diagnostics markets, with knowledge of the competitive landscape.
      • Knowledge of core customer segments including healthcare systems, hospitals, laboratory and service providers, pharmacies, payer economics, key influencers, and key opinion leaders in the medical, corporate and public health communities.
      • Ability to tailor sales approach to both clinical and non-clinical customers including C-suite level contacts.
      • Demonstrated experience in demand creation for innovative technologies.
      • Demonstrated excellence in large account management, including creating and implementing successful business strategies that drive market and sales growth.
      • Effective collaboration in a highly matrixed organization.
      • Knowledge and experience of customer workflow/processes.
      • Skilled in Microsoft Office applications including Outlook, Word, Excel and PowerPoint.
      • Skilled in Social Selling including LinkedIn Navigator is a plus.
      • Proficient using SalesForce CRM is a plus.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.

Keywords: Thermo Fisher Scientific, Los Angeles , Rapid Diagnostics Solutions, Strategic Account Manager, Executive , Los Angeles, California

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