Job Title: Executive Territory Manager, Instrument and Enterprise Services (IES)

Location: Remote, USA

Band: 7

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals. As part of the Instrument and Enterprise Services (IES) team (ULS brand), you have the opportunity to join a community of aftermarket sales specialists who have strong customer relationships and solid knowledge of service delivery within our Materials and Structural Analysis Division. At Thermo Fisher Scientific, we enable you to work autonomously and provide service support to many different customers while developing your professional skills at the same time.

How will you make an impact?

The Executive Territory Manager is responsible for selling service contracts for the Molecular Spectroscopy business within the Analytical Instruments Group. This person will focus on exceeding sales quotas for the full service portfolio within the assigned territory by selling and negotiating contracts to close orders with end user customers, key decision makers and procurement. Must be able to collaborate with cross divisional & channel distribution partners, product & application specialists, spectroscopy and vibrational instrument teams, customer experience and business development teams as well as other inter-company synergistic individuals.

This field based position covers the US and Canada.

Travel: up to 40% overnight

What will you do?

• Achieve/ exceed assigned monthly & yearly sales goals/quotas within territory
• Identify, develop and close large sales opportunities
• Leads large complex business initiatives and customer solutions that spans across multiple business sectors and cross-functional stakeholders
• Organize cross-functional onsite customer planning sessions and business reviews of high-level service solutions to scientists, procurement and C-level prospects and customers
• Develop and implement strategic account specific strategies to develop new customers and opportunities and secure territorial annual sales growth consistent with corporate/divisional AOP goals
• Ability to use sales tools, develop detailed business plans, organize, accurately forecast territory results, provide market intelligence, implement value selling and meet sales objections while operating within expense budgets and control costs
• Sells new products by establishing key customers relationships and understanding customer service/support needs
• Maintain and continue to develop a superior knowledge of our service products
• Train and motivate channel/distribution/rep organizations to optimize achievement of sales goals via their supplementary efforts
• Acts as a resource to others to determine the best course of action in compliance with quality processes and business rules and regulations
• Monitor competitive activity and industry trends, fosters competitive solutions to meet sales goals
• Timely submit forecasts, weekly reports, monthly highlights, marketing intelligence, and other related reports for defined territory to supervisor
• Maintain accurate and current records of proposals, opportunities, accounts, contacts, leads and actions through SalesForce.com CRM within defined territory
• Keep manager abreast of any new developments in the marketplace (competitive, product, customer, wins/losses, etc...)
• Present the company’s products in a positive manner and maintain/build our reputation in the marketplace
• Maintain intensity persistence and continually strive to increase contract penetration coverage of instrument install base

Required Experience:

• Bachelors Degree in Physical Science or equivalent education or experience
• Minimum seven (7) years of selling experience strongly preferred.
• Experience developing and executing sales and/or field marketing plans as well as time/territory management plans to develop long-term relationships, drive contract expansion and penetration.

Preferred Experience:

• Knowledge of molecular spectroscopy, vibrational, surface analysis, material characterization, x-ray, and related instrument software
• Preferred familiarity with the following industries: biotech, pharmaceutical, academia research, medical research, environmental, food/flavors, clinical/toxicology, forensics, and petrochemical/petroleum.
• Knowledgeable with respect to competitive landscape for material characterization products and services.
• Experience in managing independent selling or distribution channels a definite plus.

At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer. Apply today! http://jobs.thermofisher.com