Work Schedule
Other

Environmental Conditions
Office

Job Description

Thermo Fisher Scientific Inc. (NYSE: TMO) takes pride in being the leader in serving science. We help our customers accelerate life sciences research, respond to challenges, improve patient diagnostics, deliver medicines to market and increase laboratory efficiency. Our work has a real-world effect and you'll be supported in achieving your career goals.

Discover Impactful Work:

Manages reagent revenue in a prescribed group of accounts. Maintains, defends, and grows existing clinical utilization and laboratory business in Reference, Hospital, and Health System Laboratory accounts. Delivers sales results based on established sales goals.

• Maintains current business, covering customers over multiple states.
• Develops the strategy and the tactics to increase test utilization; communicates the value of our testing to partners throughout target organizations.
• Creates opportunity for new capital sales opportunities with new & current customers and maintains involvement throughout the sales cycle, leading instrument proposals.
• Manages new customer instrument demos. Manages all customer contract renewals from start to finish.
• Achieves prescribed growth objectives.
• Defends against competitive threats.
• Conduct accurate use of resources to ensure growth.
• Collaborates and manages implementations and go-lives.
• Responsible for Demand Generation Strategy.
• Holds regular Customer Business Reviews, to ascertain and act on opportunities for growth and optimized clinical & laboratory utilization; initiatives that could include menu additions, sales/outreach collaboration, and cultivation of clinical champions.
• Understands and effectively articulates our compelling case and economic value proposition to our customers within regional healthcare systems, reference labs, and hospital laboratories.
• Educates and drives awareness of optimal patient care using our test portfolio, aligning our mission and goals to the customer's goals; educates clinicians on the benefit of clinical insights derived from our testing for improved patient management.
• Develops and cultivates advocacy to drive sales and market growth collaborating with established customers.
• Provides business insight and value to retain customers and enhance customer relationships while building Key Opinion Leaders.
• Meets regional and organizational goals with exceptional time management skills and integrity.
• Promotes teamwork to achieve regional growth and sales targets.
• Primary liaison between the customer and other Commercial personnel (marketing, commercial operations, executive leadership, etc.)
• Using Salesforce.com to accurately track sales activity and update account and opportunity information, as appropriate
• Participates in district meetings for training purposes, product information updates, and sharing field intelligence information.
• Other duties as assigned.

• Bachelor's Degree required, Life Sciences or Business strongly preferred.
• Medical Lab Technologist preferred

• Minimum of three years' sales experience in Lab, Medical Device, or Diagnostics or 1 year experience in a technical support science role in support of medical and diagnostic sales, and 2 years' of experience in direct sales
• Capital Sales experience strongly preferred.

• Proven track record of success in current position.
• Strategic Selling skills preferred.
• Outstanding interpersonal skills and ability to work effectively in a matrix environment with multiple stakeholders.
• Ability to lead without authority to achieve sales goals.
• Strong interpersonal skills
• Ability to assimilate information to garner support for resources, change, etc.
• Understanding of the key market drivers and dynamics of the healthcare market.
• Possess outstanding listening skills, a genuine customer focus, and ability to engage and influence customers at high levels.
• Ability to effectively strategize both independently and collaboratively to develop plans to maximize pull through sales with individual hospitals, health systems, reference laboratories, and IDNs.
• Ability to travel throughout your territory, at approximately 70% of total time.

• Stand and/or walk for long periods of times use hands to handle or feel objects including keyboard and telephones
• Employee will travel by various forms of transportation, most frequently car and airplane, to visit customers face to face.
• May need to reach with hands and arms; climb stairs; balance, stop, kneel, or crouch
• Talk and hear and have specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus
• Employee may occasionally lift and/or move up to 20 pounds.
• The noise level in the work environment will vary by location but is usually moderate