Strategic Account Executive

Work Schedule

Environmental Conditions

Job Description

Strategic Account Executive

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.

The ImmunoDiagnostics Division (IDD) develops, manufactures, and markets complete blood test systems to support the clinical diagnosis and monitoring of allergy, asthma and autoimmune diseases. With 1,500 employees worldwide, IDD is the global leader in in-vitro allergy testing and also the European leader in autoimmunity diagnostics. The allergy and autoimmunity product lines operate on a common instrument platform, Phadia Laboratory Systems, which supports both productivity and cost efficiencies in clinical laboratories around the world. The leading products of the ImmunoDiagnostics Division include ImmunoCAP for allergy and asthma tests and EliA for autoimmunity tests as well as the Aesku Helos for automated IFA testing.

This is a remote-based position that covers Ohio and West Virgina.

How will you make an impact?

The position is responsible for securing prescribed revenue objectives for IDD’s allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, maintain and grow existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through. Work closely with all Thermo Fisher Scientific divisions, specifically Fisher Healthcare, to leverage a total Thermo Fisher Scientific experience.

What will you do?     

• Present and successfully sell our value proposition at the C-Suite level, as well as ensure total account buy-in and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).

• Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.

• Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.
• Capture autoimmune market share through competitive conversion utilizing all contractual options (purchase, lease, and placement). Sell Capital serving as IDDs Instrument specialist and work closely with Area Director to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement. Travel is frequent, at approximately 80% of total time.

How will you get here

• Bachelor’s degree in business, sciences or related required.
• 5+ years of relevant commercial diagnostic sales experience, or related, working in partnership with senior level stakeholders
• 2+ years successful experience in capital diagnostic or medical device sales, and a 1 – 3 year track record of success as a Regional Account Manager (or equivalent)
• Prefer successful C-Suite sales history
• Prior Medical Technologist, Clinical Laboratory Technicians (CLTs) or Medical Laboratory Technicians (MLTs) background or other ‘hands on’ laboratory experience is a plus.

Knowledge, Skills, Abilities

• Demonstrated success and strength in developing strong customer relationships and translating customer business goals and challenges into company-provided solutions and services
• Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business acumen
• Self-starter, able to work independently in a remote capacity, and be willing to travel approximately 80% of time (mainly in your own Area, but also throughout the U.S.).
• Ability to cultivate, leverage, and develop long-term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide seamless customer service.
• Ability to effectively partner with internal functions in order to address and direct customer needs