Job Title : Account Relationship Manager, Contract Testing Labs
Reports To :
Global Leader, Contract Testing Labs
Group / Division : AIG / CMD Commercial
Career Band : 7
Job Track : Professional
Position Location : Spain Remote
Number of Direct Reports : 0
Position Summary :
The Account Relationship Manager, Contract Testing Labs (CTL) (Environmental Testing, Food Safety) is a key commercial role within the Chromatography and Mass Spectrometry Division of Thermo Fisher Scientific.
This role provides expertise leading sales and commercial activities for the Contract Testing Labs segment. The incumbent identifies regional priorities, initiates and maintains effective customer relationships, develops opportunities for growth for new and existing customer base, and ensures penetration and profitability.
Key Responsibilities :
Customer Relationship Management
Manages strategic direction for accounts; develops strategies to meet plan and expand business; maintains pipeline of opportunities to meet or exceed business objectives
Identifies, prioritizes, initiates new client opportunities, creative growth strategies and identifies solutions for implementation
Understands customer needs across the entire lab, pain points and impact and builds bridges to the appropriate technology solution to capture value
Effectively consults with customers to influence key decisions on technology and product choices, interfacing with the primary decision-makers, understanding how customers measure key success and growth objectives
Articulates holistic product, service and supports solutions highlighting the value of offerings.
Identifies and delivers the appropriate presentable content to deliver the holistic solution to the customer
Maintains accurate and current records of proposals, opportunities, accounts, contacts, leads, actions and reporting
Build and maintain customer lab database at location deployed
Conducts Voice of Customer, manages results and converts to actions
Interfaces with finance for tracking impact of efforts, dashboards
Fluent with VOC, SAP, , lab databases
Works closely with the Implementation Manager and Customer Success Managers in order to navigate complex customer situations, configure proposed solutions, support close of business and successful implementation
Drives collaboration with other commercial and functional teams in a highly matrixed structure (sales, marketing, product line, suppliers, sales operations)
Interfaces with and maintains effective relationships with technology and regulatory experts in region
Minimum Requirements / Qualifications :
Ability to develop creative growth strategies and guide successful execution with a proven track record of driving and delivering results
8+ years of sales experience in sciences technology field required with degree, or 6+ years with advanced degree
Bachelor’s degree, preferably in a sciences discipline
Proficiency in understanding of Contract Testing Labs preferred
Strong leadership and communication skills with ability to collaborate, motivate, and influence at all levels of the organization
Computer proficiency in MS Office and the internet
Solid English written and verbal communication skills.
Organizational skills, ability to multi-task and meet deadlines
Proven commercial excellence working in matrix environment
Ability to travel to customer locations 50% almost exclusively region
Demonstrates the Thermo Fisher values (The Four I’s) Integrity, Intensity, Innovation, and Involvement
Key Competencies :
Sales experience with unlocking customer values
Proven competitive selling skills with strong consultative selling skills
Knowledge and experience of customer workflow / processes
Strong listening and relationship building skills
Understanding of how product portfolio applies to the customer challenges
Ability to distinguish between achievable / unachievable project / opportunities
About us :
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer.
Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing productivity in their laboratories, we are here to support them.
Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon
With Thermo Fisher Scientic, it’s not just a career. It’s a chance to realise your best professionally and personally.