Strategic Account Executive - Laboratory Diagnostic Sales at Thermo Fisher Scientific

Rochester, New York, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, Laboratory Diagnostics, Life SciencesIndustries

Requirements

Bachelor's Degree required
7+ years sales experience, diagnostics sales to labs strongly preferred
Established client base in IDNs and Health Systems preferred
Must live in the territory (Upstate NY and all of PA) to manage the territory
Frequent travel required (approximately 50-75% of total time)

Responsibilities

Secure prescribed revenue objectives for IDD’s allergy and autoimmune products in the designated geographic territory (Upstate NY and all of PA)
Prospect and close new Laboratory and Health System business
Maintain and grow existing laboratory accounts
Ensure laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through
Present and effectively sell value proposition at the C-Suite level and ensure total account agreement and satisfaction
Understand dynamics of healthcare delivery in designated markets (healthcare systems, hospitals, laboratory providers, payers, key influencers, and leaders)
Protect current base through excellent account management to grow Autoimmune business in key markets
Balance financial goals of the organization and customer to sell capital equipment and secure long-term contracts and relationships
Collaborate with Regional/National Sales Manager/Director to ensure strategic goals are met by appropriately placing instruments before, during, and after placement
Account maintenance and strategic growth plans for largest national laboratory customers (Single Accounts over $5 million in Allergy and $2 million in Autoimmune)
Lead a strategic SAE/company initiative through broad-scale change as approved by Regional Sales Manager
Collaborate with Marketing, Operations, Market Development team, District and Regional Managers to facilitate effective instrument placements and drive sustained clinical adoption
Work collaboratively with all Thermo Fisher Scientific divisions, especially HMD, to demonstrate total Thermo Fisher Scientific experience
Meet and/or exceed annual growth targets

Skills

Key technologies and capabilities for this role

Strategic SalesAccount ManagementTerritory ManagementC-Suite SellingProspectingRevenue GrowthHealthcare DynamicsInstrument PlacementCustomer SatisfactionLaboratory LogisticsMarket Development

Questions & Answers

Common questions about this position

What is the salary for this Strategic Account Executive position?

This information is not specified in the job description.

What is the location and travel requirement for this role?

The territory covers Upstate NY and all of PA, and candidates must live in the geography to manage the territory. Travel is frequent, at approximately 50-75% of total time.

What experience and skills are required for this position?

A Bachelor's Degree is required along with 7+ years of sales experience, with diagnostics sales to labs strongly preferred. An established client base in IDNs and Health Systems is also preferred.

What is the company culture like at Thermo Fisher Scientific?

The company values Integrity, Intensity, Innovation, and Involvement, with a one-team approach among 100,000+ colleagues. Diverse experiences, backgrounds, and perspectives are valued.

What makes a strong candidate for this Strategic Account Executive role?

Candidates with 7+ years of diagnostics sales experience to labs, an established client base in IDNs and Health Systems, and the ability to live in the Upstate NY/PA territory stand out.

Thermo Fisher Scientific

Provides life sciences products and services

About Thermo Fisher Scientific

Thermo Fisher Scientific offers a variety of products and services that support scientific research and healthcare, including laboratory equipment, reagents, and software solutions. Their products are used in applications like protein biology, real-time PCR, and sequencing, serving clients such as academic institutions and pharmaceutical companies. Unlike competitors, Thermo Fisher emphasizes customer support and education, helping clients optimize their experiments. The company's goal is to be a leading provider of life sciences solutions that contribute to a healthier and safer world.

Waltham, MassachusettsHeadquarters

1956Year Founded

$17MTotal Funding

IPOCompany Stage

Biotechnology, HealthcareIndustries

10,001+Employees

Risks

Increased competition in single-use bioprocessing may impact market share.

Sale of anatomical pathology business could create a temporary product gap.

Investment in miDiagnostics may face regulatory challenges affecting returns.

Differentiation

Thermo Fisher offers a comprehensive range of life sciences products and services.

Their well-known brands include Thermo Scientific, Applied Biosystems, and Invitrogen.

They provide strong customer support and educational resources to optimize client workflows.

Upsides

Expansion of biologics production facility enhances capacity for precision biologics monitoring.

Investment in miDiagnostics aligns with demand for rapid diagnostic solutions in BioPharma.

Collaboration with Mainz Biomed positions them in the growing cancer detection market.

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