Account Manager, Laboratory Plastics Essentials

Work Schedule

Environmental Conditions

Job Description

At Thermo Fisher Scientific, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every day—to enable our customers to make the world healthier, cleaner and safer.

DESCRIPTION

As an Account Manager within the Laboratory Plastics Essentials (LPE) business, you'll be responsible for driving profitable sales growth across the Netherlands and North East Belgium through the promotion and sale of Thermo Fisher Scientific's laboratory plastics portfolio, including solutions for Liquid Handling, Laboratory Plasticware and Clinical Storage.

You will own the territory, developing strategic customer relationships across pharma & biotech, academia, healthcare, clinical diagnostics, government and industrial laboratories. Working closely with our channel network, channel managers, product management and other colleagues across Thermo Fisher Scientific, you will identify and develop new opportunities, generate demand, expand the existing business and deliver exceptional customer experiences.

This is a customer-facing role requiring a consultative sales approach, strong commercial acumen and proven territory management skills.

KEY RESPONSIBILITIES

Territory Ownership & Business Development

• Own and manage the assigned sales territory as the primary commercial point of contact for Laboratory Plastics Essentials.
• Develop and execute annual territory and account business plans aligned with company growth objectives.
• Exceed quarterly and annual sales targets.
• Identify, qualify and develop new business opportunities whilst expanding the existing customer relationships and demand.
• Build strong pipelines through prospecting, networking, customer referrals and market intelligence.
• Prioritise high-value opportunities using structured funnel management.

Customer Engagement

• Conduct regular customer visits across the territory, 70–80% of this role is field based.
• Represent Thermo Fisher Scientific at exhibitions, conferences and customer events.
• Understand customer workflows and processes to identify unmet needs.
• Apply consultative selling techniques to position workflow based solutions rather than individual products.
• Deliver product demonstrations, commercial proposals and business cases.
• Deliver outstanding customer service through timely follow-up and issue resolution.

Channel & Internal Collaboration

• Partner effectively with distributors and channel partners to maximise market coverage.
• Coordinate customer activities with the channel networks, marketing, product management and customer service.
• Share market intelligence, competitive information and VOC to the relevant internal stakeholders.

Territory Planning & CRM Excellence

• Maintain accurate customer records, opportunity pipelines and forecasts using Salesforce CRM.
• Analyse territory performance and identify growth opportunities using available sales analytics and AI-enabled sales tools.
• Ensure all customer activities are documented in accordance with company processes.

Commercial Excellence

• Manage pricing, quotations and negotiations within delegated authority.
• Continuously improve selling skills through ongoing training and development.

REQUIREMENTS

Experience

• Demonstrable commercial experience within laboratory markets, > 5 years.
• Sales experience of laboratory consumables across life sciences and diagnostics preferred.
• Experience managing customer relationships at all levels and complex sales opportunities.
• Experience using CRM systems (Salesforce preferred).
• Proficient with standard Microsoft Office tools.

The Candidate

The successful candidate will demonstrate:

• Strong consultative selling capability
• Excellent territory planning and business development skills
• Customer-first mindset
• Commercial awareness and negotiation skills
• Ability to influence multiple stakeholders
• Strong organisational and prioritisation skills
• Excellent verbal and written communication
• Analytical and problem-solving abilities
• Ability to work independently while collaborating across cross-functional teams

Language & Travel

• Fluency in Dutch and English
• Valid driving licence
• Willingness to travel extensively throughout the Netherlands (approximately 70–80%)
• Occasional international travel for training, meetings and conferences