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Thermo Fisher Scientific Account Relationship Manager, Contract Testing Labs in San Francisco, California

Account Relationship Manager, Contract Testing Labs


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.

How you will make an impact:

The Account Relationship Manager, Contract Testing Labs, is a key commercial role within Thermo Fisher Scientific. This role provides expertise leading sales and commercial activities for the Contract Testing Labs segment. The incumbent identifies regional priorities, initiates and maintains effective customer relationships, develops opportunities for growth for new and existing customer base, and ensures penetration and profitability.

What you will do:

Customer Relationship Management

  • Manages strategic direction for accounts; develops strategies to meet plan and expand business; maintains pipeline of opportunities to meet or exceed business objectives.

  • Identifies, prioritizes and initiates new client opportunities and creative growth strategies and identifies solutions for implementation.

  • Understands customer needs across the entire lab, pain points and impact and builds bridges to the appropriate technology solution to capture value.

  • Effectively consults with customers to influence key decisions on technology and product choices, interfacing with the primary decision-makers, understanding how customers measure key success and growth objectives.

  • Articulates holistic product, service and supports solutions highlighting the value of offerings. Identifies and delivers the appropriate presentable content to deliver the holistic solution to the customer.

Additional Responsibilities

  • Maintains accurate and current records of proposals, opportunities, accounts, contacts, leads, actions and reporting.

  • Build and maintain customer lab database at location deployed.

  • Conducts Voice of Customer, manages results, and converts to actions.

  • Interfaces with finance for tracking impact of efforts, dashboards.

  • Fluent with VOC, SAP,, lab databases

Key Relationships

  • Works closely with the Implementation Manager and Customer Success Managers in order to navigate complex customer situations, configure proposed solutions, support close of business and successful implementation.

  • Drives collaboration with other commercial and functional teams in a highly matrixed structure (sales, marketing, product line, suppliers, sales operations).

  • Interfaces with and maintains effective relationships with technology and regulatory experts in region.

How you will get here:

Minimum Requirements/Qualifications:

  • Ability to develop creative growth strategies and guide successful execution with a proven track record of driving and delivering results

  • 8+ years of sales experience in sciences technology field required with degree, or 6+ years with advanced degree

  • Bachelor's degree, preferably in a sciences discipline

  • Proficiency in understanding of Contract Testing Labs preferred.

  • Strong leadership and communication skills with the ability to collaborate, motivate, and influence at all levels of the organization

  • Computer proficiency in MS Office and the internet

  • Organizational skills, ability to multi-task and meet deadlines

  • Proven commercial excellence working in matrix environment.

  • Ability to travel to customer locations 50% almost exclusively region.

  • Demonstrates the Thermo Fisher values (The Four I's) - Integrity, Intensity, Innovation, and Involvement

  • Key Competencies:

  • Sales experience with unlocking customer values

  • Proven competitive selling skills with strong consultative selling skills

  • Knowledge and experience of customer workflow/processes

  • Strong listening and relationship building skills

  • Understanding of how product portfolio applies to the customer challenges

Ability to distinguish between achievable/unachievable project/opportunities at Thermo Fisher Scientific, each one of our 70,000 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!

Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.