Job Description

Clinical Sales Account Manager

Direct Report To: UK Sales Leader 

Group/ Division: Microbiology Division (MBD)

Career Band: 6, Professional 

Location: UK remote field based role located in the West Midlands (M6), West England, North West (Liverpool, Greater Manchester, Lake District), Wales, Bristol

When you’re part of Thermo Fisher Scientific, you’ll be part of a team that values innovation performance and quality.  What you do every day will be meaningful. You will have the opportunity to define your path. You will work alongside colleagues who have a passion for doing things the right way and in our diverse work environment you will be inspired and empowered to exercise your imagination to realise your best.
 
As part of a successful, growing global organization you will work with purpose. With revenues of $25 billion and the largest investment in R&D in the industry, we give our people the resources to directly contribute  to our mission: enabling our customers to make the world healthier, cleaner and safer.
 
Position Summary:
 
 
The Clinical Account Manager will own the relationship between the Microbiology Business Division and assigned local accounts. The Account Manager promotes the Microbiology value proposition to customers This role is responsible for selling all products by working collaboratively across all the Microbiology business to meet or exceed AOP. It is also responsible for developing and aligning strategy with other Vertical Teams, Groups and Divisions in Thermo Fisher Scientific through regular contact and interaction. This individual is responsible for implementing business strategies, annual marketing & business plans, forecasting, providing marketing/competitive feedback and customer satisfaction relative to sales activities and profitable growth. This position will require an individual who is results oriented, highly motivated to succeed, operates with a sense of urgency, has an excellent work ethic and maintains the highest level of integrity and professionalism.
 
   
Responsibilities:
  
Essential Duties and responsibilities:
Successful outcomes of Account Manager consist of 6 major criteria:
 
1. Driving profitable growth to achieve / exceed AOP target
2. Effectively manages price and drives GM thinking, understanding the power of 1%
3. Implement the go to market strategy, ensuring continual assessment and successful execution of tactics activities
4. Implement / execute strategic account and marketing plans meeting individual targets
5. Improve customer experience / satisfaction and Microbiology team engagement
6. The role will require a minimum 80% in field
 

Customer Relationship Management
A comprehensive understanding of current industry technologies, trends and impact to overall business

• An understanding of the structure, relationships, and connections in the National Health Service to develop strategies that align with key decision makers
• Knows the competitor products and understands the features and benefits of competing products
• Communicates the value of doing business with Thermo Fisher Scientific as a total solution partner that speaks directly to the customer's value proposition
• Builds strong, mutually beneficial, relationships with the customer that allows for continued partnership and growth

• Manages autonomous the direction for the territory to meet and grow territory and maintain a strong pipeline
• Identifies and qualifies new opportunities outside of the customer base through use of significant network and industry connections
• Ensures and Identifies new / all opportunities with existing accounts are identified and fully actioned
• Understands competitive positions and tactics within accounts and maintains strategies to oppose and prevent competitive threats

• Sets SMART sales and business goals, executes plans and meets short and long term objectives
• Demonstrates and role models the 4-I values to guide their decisions and interactions
• Exhibits a high level of self-discipline in planning and prioritizing to ensure all customers are contacted at the correct level to create / maximise the opportunities
• Takes personal responsibility and initiative for learning new products and applications, systems and processes to increase efficiency and effectiveness

• Champions CRM to manage customer data and leads, profile accounts, communicate opportunities, and manage the pipeline
• Comprehensive understanding of tools, resources, analytics, critical business processes such as pricing, freight, go-to-market strategies and overall value proposition
• Accurately, efficiently and promptly submits reports and manages expenses

• Technical strength and demonstrated ability to navigate the Microbiology portfolio or similar
  • Degree in Biology, Molecular Biology, Biochemistry and related field with Biomedical Science Clinical Experience with Microbiology Products
• Minimum 1 to 5 years direct/recent experience with Microbiology and/or CE-IVD products with proven sales experience and track record of over delivery, strong business acumen and customer focus
• Proven ability to promote teamwork and work effectively across multiple business functions and networks internally
• Understands / demonstrates the necessity for sales planning and execution using standard sales tools e.g. CRM to drive commercial operational excellence
• Demonstrates strong relationship management and negotiation skills
• Technical strength and demonstrated ability to navigate the Microbiology portfolio or similar