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Southeast Key Account Manager, Rapid Diagnostics
Company: Thermo Fisher Scientific
Location: Atlanta, GA
Employment Type: Full Time
Date Posted: 06/24/2022
Expire Date: 09/11/2022
Job Categories: Advertising/Marketing/Public Relations, Customer Service and Call Center, Finance/Economics, Healthcare, Other, Healthcare, Practitioner and Technician, Information Technology, Sales, Executive Management, Logistics, Quality Control, Research & Development, Medical
Job Description
Southeast Key Account Manager, Rapid Diagnostics

Job Title: Rapid Diagnostics Solutions, Regional Key Account Manager

This role supports the Rapid Diagnostics Solutions (RDS) business unit, as part of the Genetic Sciences Group at Thermo Fisher Scientific. We are focused on increasing access to innovative diagnostic testing solutions to support our mission of making the world cleaner, healthier, safer.

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.

Location/Division Specific Information

Territory: FL, AL, GA, LA, MS

Approximately 50-75% travel required based on customer demand.

How will you make an impact?

The Rapid Diagnostics Regional Account Manager will be responsible for growing the Thermo Fisher Scientific rapid diagnostics business in existing and prospect accounts in the acute and non-acute healthcare core segment within the assigned regional geography. The successful candidate will be responsible to drive opportunities from demand creation through to closure and implementation to exceed revenue objectives.

What will you do?

  • Develop relationships with medical-surgical distribution channel partners and provide training to increase sales and product loyalty.
  • Develop demand and adoption for new molecular diagnostics assays within existing and prospective account base including independent practices, physician office labs, hospitals, health systems/integrated delivery networks, large medical groups, veterans affairs medical centers, and community health centers.
  • Manage strategic direction for all regional accounts to meet and exceed assigned financial goals.
  • Successfully articulate the value of our products, services, and support with multiple call points including buying influencers, as well as in-lab and out-of-lab stakeholders across an organization.
  • Ability to cultivate and maintain strong relationships with all pertinent department stakeholders within an organization to maintain and promote all Thermo Fisher Scientific inclusive of instrumentation, reagents for testing and non-testing applications.
  • Identify, prioritize, and develop new customer opportunities to continually build a pipeline for future growth.
  • Effectively navigate complex customer situations by configuring proposed solutions and successfully implementation strategies.
  • Collaborate effectively across Thermo Fisher Scientific divisions to drive new customer acquisition and facilitate long-term growth.
  • Primarily responsible for all communication and coordination between the customer and Thermo Fisher Scientific’s personnel and for ensuring that all new product and system implementations are executed to exceed customer expectations.
  • Collaborate with Customer Service, Sales Operations, Logistics, Marketing and Technical Support Teams to provide seamless and positive customer experience.
  • Manage operating plan objectives of contracts and renewals, as well as effectively drive competitive conversions.
  • Perform all commercial administrative duties related to effective territory management including documentation of accounts, customers, and activities and more in corporate CRM (SalesForce.com).
  • Execute effective pipeline management including lead, opportunity, and sales cycle details to effectively forecast the business and exceed regional business objectives.
  • Complete all assigned and required training satisfactorily and on time.
  • Ability to uphold and support individual goals and company values.
  • Demonstrates professionalism and positivity during internally and externally.
  • Travel as required.

How will you get here?

Education and Experience

  • Bachelor’s degree in field with 5+ years of related work experience OR
  • Master’s degree in field with 3+ years of related work experience
  • Minimum 5 years sales experience in hospital or clinical laboratory markets
  • Knowledge of medical organization structures including: GPO, IDNs, RPCs, and physician offices.

Knowledge, Skills, Abilities:

  • Ability to excel in building and managing relationships which positively influence business growth.
  • Highly analytical with the ability to utilize tools to identify and action on new sales opportunities.
  • Effective problem solver with a consultative approach focused on providing exceptional customer solutions.
  • Strong listening and interpersonal skills, as well as effective oral and written communication skills.
  • Results-driven self-starter, able to work independently and willing to travel.
  • Understanding of trends in the diagnostics markets, with knowledge of the competitive landscape.
  • Knowledge of core customer segments including healthcare systems, hospitals, laboratory and service providers, pharmacies, payer economics, key influencers, and key opinion leaders in the medical, corporate and public health communities.
  • Ability to tailor sales approach to both clinical and non-clinical customers including C-suite level contacts.
  • Demonstrated experience in demand creation for innovative technologies in a plus.
  • Demonstrated excellence in large account management, including creating and implementing successful business strategies that drive market and sales growth.
  • Effective collaboration in a highly matrixed organization.
  • Knowledge and experience of customer workflow/processes.
  • Skilled in Microsoft Office applications including Outlook, Word, Excel and PowerPoint.
  • Skilled in Social Selling including LinkedIn Navigator is a plus.
  • Proficient using SalesForce CRM is a plus.

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! Apply Now

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