Sr. Key Account Manager, Electron Microscopy - Pharma

Thermo Fisher Scientific; Seattle (WA); On-site; USD 120,000 - 155,000; Full time

Job summary

Thermo Fisher Scientific is seeking a Sr Key Accounts Manager to drive sales and account management for Life Science Electron Microscopy products across pharma and biotech customers in the western territory. You will define account strategies, manage bookings, and collaborate with application engineers to close orders.

This role requires 8+ years in high-value capital equipment sales, strong negotiation and presentation skills, and the ability to travel 50% or more, including international

Qualifications

• Bachelor's degree in Life Science, Structural Biology, Biochemistry, Physics or Engineering.
• 8+ years of sales in high-value capital equipment or complex sales.
• Strong negotiation and communication abilities.
• Ability to travel 50% or more.

Responsibilities

• Own all sales and account management responsibilities for Pharma and Biotech sites in the territory and assigned Global Key Accounts, resolving issues.
• Understand and align with business goals.
• Define and implement Account Strategy for assigned global key accounts and territory.
• Maintain accurate quarterly booking forecasts and provide updates to management.
• Understand budget issues at each customer and take strategic actions to overcome them.
• Close orders by ensuring configurations, specifications and acceptance criteria are met.
• Build a professional network within pharma/biotech to access new customers and accounts.
• Manage User Group activity by product as required.
• Coordinate product demonstrations with engineers and marketing managers.
• Manage the sales booking process.
• Resolve field product issues with the service group and engineers.
• Work with Field Service to ensure high customer satisfaction.
• Learn continuously due to rapid field advancement.
• Own and grow Top 30 pharma key accounts.

Skills

Sales experience

Negotiation

Communication skills

Problem solving

Presentation skills

Independent work

Travel readiness

Education

Bachelor's degree

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

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 the world leader in serving science, we empower our people to advance innovative technologies, develop meaningful solutions, and build exciting careers. With revenues of $45 billion and the largest investment in R&D in the industry, we give our 150,000 outstanding minds the resources and chances to create significant contributions to the world.

The Materials and Structural Analysis Electron Microscopy business enables customers to find meaningful answers to questions that accelerate breakthrough discoveries and ultimately change the world. Combining hardware and software expertise in electron, ion, and light microscopy with deep application knowledge in the materials science, life sciences, electronics, and natural resources markets, the worldwide Electron Microscopy employees are dedicated to customers' pursuit of discovery and resolution to global challenges.

Territory: Candidate would need to live within the territory: WA, OR, UT, NV, AZ, CA, HI, and AK. This position is posted in multiple locations however, there is only one position to be filled.

Responsibilities

The Sr Key Accounts Manager is responsible for handling sales/account management activities for all assigned locations and key accounts, defining and driving sales strategies, providing leadership to subordinates and ensuring the achievement of bookings, revenue and business goals.

• Own all sales/ account management responsibilities of specified Life Science Electron Microscopy products to all Pharma and Biotech sites in the territory and assigned Global Key Accounts including resolving any sales related issues.
• Understand and align with business goals.
• Define, align and implement Account Strategy for assigned global key accounts and those with the assigned territory.
• Maintain accurate quarterly booking forecasts and provide visibility/updates to management on a regular cadence.
• Understand all budget issues at each customer and take strategic action to overcome them.
• Confirm all system configurations, specifications and acceptance conditions are appropriate for closing orders.
• Build a professional network within the pharma/biotech industrial space that can be used to demonstrate access to new Customers and accounts.
• Manage all User Group activity by product as required.
• Manage system demonstrations by working closely with application engineers and product marketing managers.
• Manage the sales booking process.
• Manage product issues in the field by working closely with the Account service group and application engineers for solutions.
• Work with Field Service to achieve excellent customer satisfaction.
• Learn in a continuous education fashion which is needed due to pace of advancement in the field.
• Full ownership and accountability of growing assigned key accounts of Top 30 Pharma companies.

Minimum Qualifications (education and experience

• University bachelor's degree, preferably in Life Science, Structural Biology, BioChemistry, Physics, Engineering.
• 8+ years of sales experience in high value capital equipment or complex sales is strongly preferred.
• Highly developed negotiation skills for customer interaction and closure of sales and other issues.
• Excellent, enthusiastic, clear communication skills to a diverse audience is critical to the success of this position.
• Systematic problem solving by working with customers and account team.
• Presentation skills and creating materials for presentations to internal and external audiences.
• Ability to work independently and in good cooperation within an account team.
• Ability to perform and execute in a highly matrixed environment with a diverse group of stakeholders both internally and externally.
• Ability to travel to customer sites and factory locally and internationally (50% or more)

Preferred Qualifications

• Miller-Heiman strategic and conceptual selling experience is highly desirable.
• Experience in the drug discovery space in pharma/biotech industry.
• Exposure or experience in the top 30 Biopharma companies.
• Managing large Global multi-site Customers with a preference with experience in the Miller-Heiman LAMP process.
• Project management skills.
• General knowledge of electron microscopy with a preference of understanding how EM is applied to structural biology and drug discovery.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

Compensation and Benefits

The salary range estimated for this position based in California is $120,000.00–$155,000.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs
• Employee assistance and family support programs, including commuter benefits and tuition reimbursement
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards