Account Manager

Thermo Fisher Scientific (Melbourne VIC, Australia) 44 days ago

Thermo Fisher Scientific’s Mission is to enable our customers to make the world healthier, cleaner, and safer, and the global coronavirus (COVID-19) outbreak is a powerful reminder of the importance of that Mission. In fact, Thermo Fisher is at the forefront of the global response to COVID-19. We are working with governments, agencies, industry partners and researchers globally to ensure priority access to instruments, consumables, safety supplies and other products to address the outbreak. Our efforts have been particularly focused in supporting analysis of the virus, diagnosis, personal protection, and ultimately helping in the development of new therapeutics and vaccines.
Job Title: Account Manager (Digital Science Division)
Location: Any Major cities in Australia
Reports to Director, Commercial Sales, APJ, Digital Science
About Thermo Fisher Scientific, ANZ
Our growing team of 1400+ employees work together to deliver world-class science products and solutions to a wide range of key markets. With commercial, manufacturing and distribution sites across Australia and New Zealand, including Melbourne, Brisbane, Sydney, Auckland, Adelaide, Newcastle, and Perth, our scope covers life sciences; specialty diagnostics; food, dairy & beverage; environmental & industrial; healthcare and analytical instruments including commercial, customer service, technical service, supply chain, finance and operations.
How will you make an impact?
The Account Manager is responsible for the sales of enterprise Laboratory Informatics software (LIMS, ELN, LES) in the Australia/New Zealand market to new and existing customers.
What will you do?

  • Develop existing Digital Science accounts, growing the software and services portfolio
  • Successfully prospect for new business across the territory
  • Meet or exceed the agreed targets for the territory (financial, strategic, and tactical)
  • Prepare business plans for the territory, to include opportunity map, estimates of current and future levels of spending on products and services, sales strategies, tactics, and resource requirements
  • Proactively meet with customers throughout the region on a regular basis to ensure customer satisfaction
  • Ensure implementation schedules and support activities are aligned with commitments to customers and to management
  • Manage the contract review process and negotiation
  • Builds commitment and closure at each stage of the sales process
  • Conduct, where applicable, quarterly account reviews and updates the account plans on a regular basis to reflect progress and market changes
  • Maintain and update a list of prospects within a centralized CRM system
  • Qualify potential opportunities early in the sales cycle and manage the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met
  • Provide realistic sales forecasts to management and communicates any significant changes or developments
  • Collaborate with other groups within the company to implement appropriate strategies to address business opportunities and overcome obstacles

  • Bachelor’s Degree required

  • 5 years of selling Enterprise Software solutions required
  • Experience in one the following industries is preferred: Pharma, Life Sciences, Mining, Chemical Oil and Gas, Food & Beverage and Government Agencies

Knowledge, Skills, Abilities
  • Positive self-starter with who is motived to close deals
  • Quickly builds rapport with customers
  • Demonstrates exceptional communication and leadership abilities.
  • Ability to work independently and as a team

Other Important Information
  • As this position requires time on the road, a current driving license is a prerequisite.
  • An ability to travel to attend training sessions/conferences/occasional activities is necessary
  • Ability to travel statewide and interstate and overseas when and if required

What’s in it for you?
  • A competitive salary and performance related bonus structure
  • Access to Thermo Fisher’s global University
  • Exposure to market leading & cutting-edge technologies
  • Career development opportunities as part of a leading global organisation

At Thermo Fisher Scientific, each one of our 110,000 extraordinary minds have a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner, and safer

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