How will you make an impact?
The territory account manager is responsible for selling chromatography and laboratory
consumable products for the Chromatography Consumables business within the Analytical
Instruments Group. This person will focus on exceeding sales quotas for the full product
portfolio within the assigned territory by selling and negotiating contracts to close orders with
end user customers, key decision makers and procurement. Must be able to collaborate with
telesales reps, channel distribution partners, product & application specialists, chromatography & mass spectrometry instrument teams, customer experience and business development teams as
well as other inter-company synergistic individuals.
This field based position covers the Greater Boston/Cambridge area and will require overnight
travel at times up to 40%
What will you do?
Achieve/ exceed assigned monthly & yearly sales goals/quotas within assigned territory
Identify , develop and close large sales opportunities
Develop and implement strategic account specific strategies to develop new customers
and opportunities and secure territorial annual sales growth consistent with
corporate/divisional AOP goals
Ability to use sales tools, develop detailed business plans, organize, accurately forecast
territory results, provide market intelligence, implement value selling and meet sales
objections while operating within expense budgets and control costs
Sells new products by establishing key customers relationships and understanding
customer application needs
Aligns with applicable channel/distribution partners, telesales reps, channel distribution
partners, product & application specialists, chromatography & mass spectrometry
instruments, customer experience and business development teams
Lead Key Account activities for high value accounts. Possibly cross-territories
Maintain and continue to develop a superior knowledge of our products and their
Train and motivate channel/distribution/rep organizations to optimize achievement of
sales goals via their supplementary efforts.
Monitor competitive activity and industry trends, fosters competitive solutions to meet
Timely submit forecasts, weekly reports, monthly highlights, marketing intelligence, and
other related reports for defined territory to supervisor
Maintain accurate and current records of proposals, opportunities, accounts, contacts,
leads and actions through SalesForce.com CRM within defined territory
Keep manager abreast of any new developments in the marketplace (competitive,
product, customer, wins/losses, etc...)
Present the company's products in a positive manner and maintain/build our reputation in
Maintain intensity persistence and continually strive to increase market share
Education and Required Experience:
BS degree in Chemistry or related field required
Minimum two years of selling experience strongly preferred.
Must have working knowledge of Chromatography (GC and HPLC) and should have
knowledge of Mass Spectrometry (GC/MS and LC/MS) and Chromatography
Information Data Systems (CDS/LIMS).
Must also have a broad familiarity with the following industries: biotech, pharmaceutical,
academia research, medical research, environmental, food/flavors, clinical/toxicology,
forensics, and petrochemical/petroleum.
Experience developing and executing sales and/or field marketing plans as well as
time/territory management plans to develop long-term relationships, drive account
expansion and penetration.
Knowledgeable with respect to competitive landscape for chromatography products and
Ability to identify new target accounts each year and be able to develop and execute
Prior experience forecasting and use of a CRM (SFDC) for reporting.
Experience in managing independent selling or distribution channels a definite plus.
If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here 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.
Apply on company website