Sr. BioSciences Account Manger
Company: Thermo Fisher Scientific
Location: Chapel Hill
Posted on: July 3, 2019
Job DescriptionSr. BioSciences Account ManagerThis a critical
position covering strategic biotechnology and academic accounts
located in the RTP-Chapel Hill area. This field sales-based
position requiring an advanced level of technical aptitude covering
a portfolio of products in the cell biology, molecular biology,
protein (detection, isolation, purification) and imaging areas.
Requirements Include:Management of sales processes in assigned
geography in accordance with approved sales and marketing plans.
- PRODUCT KNOWLEDGE: Understand and use product features,
benefits and applications along with selling and business-building
skills to successfully promote and complete the sale of products
and services to achieve or exceed the assigned territory sales
plan. Serve as a driver of business development at assigned major
customer call points to penetrate and grow current and new
business. Advanced training in one of the following areas is
required; molecular biology, cell biology, or protein biology.
- ESSENTIAL FUNCTIONS: PLAN PERFORMANCE AND SALES SKILLS to
consistently achieve or exceed the territory sales plan by
maintaining existing business, developing incremental business in
existing accounts, and conducting cold calls to develop new
accounts. Demonstrated use of selling skills in the field, such as
making good opening statements, connecting with the customer,
asking high gain questions, creating a value proposition and
closing. Has proven Strategic Selling skills.
- SALES TRAINING: Participate in programs as presented by the
company to develop appropriate selling skills consistent with the
Life Technologies philosophy, policies and procedures. Overnight
travel will be required for training sessions.
- ACCOUNT MANAGEMENT: Call on all organizational levels and
functional areas, using Strategic Selling techniques within
assigned account which influence purchasing decisions. Develop,
write, and execute a business plan for managing assigned territory
annually, updated quarterly. Develop presentations and customer
proposals for such things as supply agreements, supply contracts
and preferred vendor agreements with assistance from DM, Marketing
and/or Technical Sales Specialist.Host and assist product shows
either at assigned accounts or locally on a routine basis such as
semi annually. Set up and coordinate technical seminars by internal
customers such as Research & Development, Marketing and / or
Technical Sales Specialist either on customers site or locally on a
consistent basis. Maintain and increase current customer database
through Life Technologies /ThermoFisher s customer relations
management software (Siebel CRM). Use system completely to fulfill
management expectations for recording and utilizing customer and
sales information. Utilize data sources to analyze and capitalize
on territory opportunities with the greatest ROI. Communicate key
competitive activities, trends, and changing customer development
plans and priorities, to include emerging customers. Attain or
exceed assigned sales goals, profit goals, and market share goals
consistently within expense guidelines.
- COMMUNICATION: Provide regular oral and written communication
of successes, failures, best practices etc to improve theoverall
operating efficiency of the team, region and sales organization.
Contact and return calls to research scientists at all accounts for
sales presentations, information through telephone, e-mail or
personal visits daily Learn and / or demonstrate required computer
skills within the requirements of the job description. Maintain
assigned equipment and tools provided by the Company in clean and
working condition. Communicate account objectives and action plans
to management via weekly calls and reports as well as other
communication vehicles Complete, submit, and deliver expense
reports to DM within 30 days from time the expense has occurred.
- TECHNICAL COMPREHENSION: Provide product and other relevant
information to customers via daily phone and email contact and
personal visits for all aspects of Life Technologies/Thermo Fisher
Scientific s business to generate sales. Utilize existing and
potential customer status regarding Company and competitors
products in strategic selling presentations. Support marketing
programs and programs in other territories as assigned by the Sales
Manager, and assume a leadership role in doing so.ORGANISATIONAL:
Strong organizational and prioritization skill are essential. Must
have analytical and business planning skills. Capacity to manage
expenses and execute sales and marketing plans. Possess excellent
written and verbal communication skills to many diverse customer
audiences such as Economic Decision Makers and other influencers.
Strong capabilities to interface effectively with all customer
types. Ability to function effectively in a high performance team.
Demonstrates a positive attitude and desire to succeed. Has proven
Professional, Consultative and Strategic Selling Skills. Exhibits a
high degree of flexibility in adapting to a rapidly changing
environment.Additional and other requirements:
- EDUCATION: Requires a Bachelor s Degree in Biology, Molecular
Biology, Biochemistry , Biotechnology, or related field; or the
equivalent combination of knowledge and experience.
- EXPERIENCE: Requires a minimum of 3 years related work
experience and at least 1-2 years of related sales experience.
In-depth knowledge of Cell Culture and Molecular Biology is
required. Demonstrated proficiency with computer applications,
including MS Word, Excel, Outlook, PowerPoint, or like programs.
Field selling experience in the academic marketplaceIf you are an
individual with a disability who requires reasonable accommodation
to complete any part of our application process, for further
assistance. Thermo Fisher Scientific is an EEO/Affirmative Action
Employer and does not discriminate on the basis of race, color,
religion, sex, sexual orientation, gender identity, national
origin, protected veteran status, disability or any other legally
protected status. Associated topics: aseptic, bacteria, bio,
bioengineering, life science, neurobiology, pathophysiology,
physiology, protein, virus
Keywords: Thermo Fisher Scientific, Chapel Hill , Sr. BioSciences Account Manger, Other , Chapel Hill, North Carolina
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