Position Summary:
The Sr. Account Executive is responsible for the sales of the Digital Science portfolio within a defined territory serving customers in the following industries: Pharma and Life Sciences, Food & Beverage, Chemical, Oil & Gas, and others. The Sr. Account Executive will identify and target areas for growth by acquiring new customer logos and develop opportunities within an existing customer base to meet sales targets and provide accurate forecasts.
 
Key Responsibilities: 
• Meet and/or exceed sales targets within the southeast region
• Effectively communicate Thermo Fisher’s value proposition to new and existing customers
• Accurately forecast sales pipeline on a quarterly basis
 
Minimum Requirements/Qualifications:

• Negotiating and closing sales
• Prospecting
• Managing & forecasting sales pipeline
• Territory management
• Effectively managing internal resources

• Minimum of five years of selling enterprise software solutions in either the Life Sciences, Food and Beverage, Chemical, Oil and Gas sectors.
• Proactively meets with customers throughout the assigned territory on a regular basis to ensure customer satisfaction
• Prepares business plans for the territory. Plan should include opportunity map, estimates current and future levels of spending on products and services, sales strategies, tactics and resource requirements.
• Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
• Ensures that the account plans and sales activities are consistent with overall business goals.
• Serves as customer advocate and ensures that any major conflicts with customers are resolved.
• Builds relationships at multiple levels of account and across all constituents.
• Ensures that management understands business requirements and is kept informed of significant developments within account(s).
• Ensures that management is involved at critical times and during pivotal opportunities. Delegates to other departments as appropriate.
• Maintains and updates a list of prospects within a centralized CRM system.
• Prospects across the account(s) to ensure that target opportunities are developed.
• Understands business goals and evaluates and prioritizes opportunities accordingly.
• Works with partners/customers to identify additional prospects.
• Establishes initial contacts at an executive level in potential customers, and builds alignment with the right people in the political structure.
• Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met.
• Provides realistic sales forecasts to management and communicates any significant changes or developments.
• Updates lead/contact management system to track progress.
• Participates in regional meetings to share best practice, review performance against targets, and conduct informal training.
• Has sufficient technical and business knowledge to present a compelling value proposition to
• prospects and customers.
• Uses knowledge of the competition in the sales campaign to develop competitive strategies.
• Collaborates with other groups within Thermo to implement appropriate strategies to address business opportunities and overcome obstacles.
• Works with sales executives from other Divisions and Sectors to identify cross-selling opportunities.
• Manages the contract review process and negotiation.
• Builds commitment and closure at each stage of the sales process.