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Company

Original Job Post

myGwork - LGBTQ+ Business Community · 2 days ago

Key Account Manager (academic accounts)

Texas, United States

Full-time

Onsite

Senior Level

$80K/yr - $100K/yr

8+ years exp

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Responsibilities

This is a US field-based position covering an assigned territory in the US and Canada with approximately 75% auto/air travel combined; including overnight.

Build and implement account-specific strategic plans to deliver annual sales growth consistent with divisional annual operating plan (AOP).

The role will require you to demonstrate leader capabilities to successfully influence without authority to deliver required sales objectives.

Seek service coverage opportunities in new accounts to increase and expand market penetration within the assigned region.

Increase service revenue in existing Academic accounts by introducing premium service solutions and by adding service contracts on new instrument purchases and current not-covered instrumentation.

Apply negotiation selling techniques to gain consensus to advance the sales cycle and drive account growth.

Ability to sell value-based solutions as a means to meet the customers needs.

Engage and develop relationships with crucial account staff including end users, C-level executives, key decision makers and procurement personnel.

Collaborate with cross-functional teams, including inside sales reps, field service engineers, instrument sales, marketing, channel distribution partners, product & application specialists; etc.

Partner with cross-functional teams to prepare and deliver account business updates related to contract service entitlements and service delivery objectives.

Understand and manage current service contract entitlement results and advance customer concerns to appropriate cross-functional counterparts.

Ensure timely service contract renewals by managing contract expiration dates and initiating the contract renewal process based on the customer sales cycle.

Prepare and maintain account business plans that reflect the current strategic landscape, opportunity analysis, and revenue performance. The detailed plan should include a SWOT analysis and estimated current and future levels of spend, resource requirements, summary of product installed base, and a list of key account personnel.

Submits accurate forecasts, weekly reports, monthly highlights, market intelligence, and maintains data integrity within SalesForce CRM and appropriate internal systems.

Positively represent Thermo Fisher Scientific at all times throughout customer locations.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Account sales managementAcademic researchLarge account handlingGeography managementMarket segment managementPipeline managementTerritory sales analysisProblem-solvingHard-workingTeamworkCommunicationInitiativeIntegrityScience Accounts

Required

Bachelor's degree in Science, Business, Marketing or related field required

Minimum of 8 years as a field-based and customer interfacing account sales manager

Experience working with Academic Research and Science accounts preferred

Self-starter, 'road-warrior/hunter' mentality with strong motivation, intensity, and accountability to achieve required sales and strategic objective targets

Demonstrated success in handling large accounts, geographies, and market segments

Strong listening skills. Consistent track record of building internal relationships, effective teamwork skills and using company resources to achieve objectives and overcome obstacles

Highly organized with the ability to demonstrate a daily plan, pivot and re-prioritize, and re-calibrate, as needed

Pipeline Management with the ability to work in advance to ensure orders are received prior to current expirations

Exhibits initiative, passion, integrity, and the ability to work in a high paced and ambiguous environment

Use sophisticated analytical skills to analyze territory sales data and technical information

Excellent presentation, verbal, and written communication skills

Strong ability to listen to customer feedback to develop and deliver effective revenue generating solutions