Strategic Account Executive, Diagnostics

ThermoFisher Scientific; Logan (UT); Remote; USD 88,000 - 131,000; Full time

Benefits offered by this job

Total Rewards package

Stock Purchase Plan

PTO + holidays + parental leave

Job summary

Thermo Fisher Scientific's ImmunoDiagnostics Division seeks an experienced field-based sales professional to drive revenue in Utah and surrounding states. You will prospect, close on capital diagnostic equipment, and manage healthcare accounts, balancing lab needs with capital sales cycles.

You must travel ~50% of the time, build executive-level relationships, and collaborate with Marketing, Operations, and District Managers to place instruments and grow autoimmune market share.

Qualifications

• Bachelor's degree in business, sciences or related required.
• 5+ years of relevant commercial diagnostic sales experience, or related, working with senior level stakeholders.
• 2+ years successful experience in capital diagnostic or medical device sales, and a 1-3 year track record as a Regional Account Manager.
• Preference for proven C-Suite sales history.
• Hands-on laboratory background a plus.

Responsibilities

• Present and close new Laboratory and Health System business in designated territory.
• Protect and grow the autoimmune base through strong account management.
• Collaborate with Marketing, Operations, and District Managers to optimize instrument placements.
• Capture autoimmune market share via competitive conversion using all contractual options.
• Travel is frequent, about 50% of total time.

Skills

Relationship building

Strategic selling

Presentation skills

Negotiation

Travel readiness

Education

Bachelor's degree in business or sciences

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting

Job Description

When you're part of the team at Thermo Fisher Scientific, you'll do important work, and you'll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you'll find the resources and opportunities to make significant contributions to the world.

The ImmunoDiagnostics Division (IDD) develops, manufactures, and markets complete blood test systems to support the clinical diagnosis and monitoring of allergy, asthma and autoimmune diseases. With 1,500 employees worldwide, IDD is the global leader in in-vitro allergy testing. The allergy and autoimmunity product lines operate on a common instrument platform, Phadia Laboratory Systems, which supports both productivity and cost efficiencies in clinical laboratories around the world. The leading products of the ImmunoDiagnostics Division include ImmunoCAP for allergy and asthma tests and EliA for autoimmunity tests as well as the Aesku Helios for automated IFA testing.

This is a remote-based, field sales position that covers Utah, Colorado, Arizona, Nevada, and New Mexico.

How will you make an impact?

The position is responsible for securing prescribed revenue objectives for IDD's allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, maintain and grow existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through. Work closely with all Thermo Fisher Scientific divisions, specifically Fisher Healthcare, to leverage a total Thermo Fisher Scientific experience.

What will you do?

• Present and successfully sell our value proposition at the C-Suite level, as well as ensure total account buy-in and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).
• Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.
• Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.
• Capture autoimmune market share through competitive conversion utilizing all contractual options (purchase, lease, and placement). Sell Capital serving as IDDs Instrument specialist and work closely with your Regional Manager to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement.
• Travel is frequent, at approximately 50% of total time.

How will you get here?

Education

Bachelor's degree in business, sciences or related required.

Experience

• 5+ years of relevant commercial diagnostic sales experience, or related, working in partnership with senior level stakeholders
• 2+ years successful experience in capital diagnostic or medical device sales, and a 1 - 3 year track record of success as a Regional Account Manager (or equivalent)
• Prefer successful C-Suite sales history
• Prior Medical Technologist, Clinical Laboratory Technicians (CLTs) or Medical Laboratory Technicians (MLTs) background or other 'hands on' laboratory experience is a plus.

Knowledge, Skills, Abilities

• Demonstrated success and strength in developing strong customer relationships and translating customer business goals and challenges into company-provided solutions and services
• Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business acumen
• Self-starter, able to work independently in a remote capacity, and be willing to travel approximately 50% of time (mainly in your own area, but also throughout the U.S.).
• Ability to cultivate, leverage, and develop long-term customer relationships, including "C" level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs.
• Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide seamless customer service.
• Ability to effectively partner with internal functions in order to address and direct customer needs

Compensation and Benefits

The salary range estimated for this position based in Utah is $87,600.00-$131,400.00.

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

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.