• Strategic Account Manager - Lab Diagnostics

    ThermoFisher Scientific (Detroit, MI)


    Work Schedule

     

    Standard (Mon-Fri)

     

    Environmental Conditions

     

    Office

    Job Description

    Position Summary

    The Strategic Account Manager, is responsible for maintaining reagent revenue in a prescribed group of laboratory accounts. The individual will be expected to maintain, defend, and grow existing laboratory business in these Reference, Hospital, and Health System Laboratory accounts.

     

    Their responsibility involves developing the strategy and tactically driving the Autoimmunity and Allergy account retention in their assigned geography. They will also be expected to hold regular Customer Business Reviews to work with the commercial team to ascertain and act on opportunities for growth and optimized lab utilization; initiatives that could include profile normalization, sales/outreach training, cultivation of clinical champions, etc. Where such opportunities exist, the role will act as the primary liaison between the customer (procurement, lab administration, bench, Medical Director, Outreach, etc.) and IDD Commercial personnel (RM’s, BDE’s, SAE’s, TSS’s).

     

    The individual is expected to have a solid working knowledge of the laboratory industry, laboratory sales (Strategic Selling), and an ability to communicate appropriate clinical messages related to IDD’s assays. This is a field based role, must live in the territory which covers the greater Detroit, Ann Arbor and surrounding markets.

    Accountabilities:

    The individual will be held accountable for

    + Maintaining base business

    + Achieving prescribed growth objectives

    + Defending against competitive threat

    + Orchestrating proper use of resources to ensure growth. This includes collaborative execution with RM’s, HSE’s, SAE’s, TSS’s and others where applicable.

    + Holding regular Customer Business Reviews

    + Providing business insight and value to retain customers and ensure customer relationships

    + Leadership and decision making in adjusting strategy to account for local factors or market shifts

    Requirements:

    + B.S./B.A. required, life sciences or business degree preferred

    + Five plus years of sales experience

    + Proven expertise in selling Diagnostics to labs or Medical Device Sales

    + Strategic Selling skills

    + Excellent communication and teamwork abilities

    + Attitude geared towards achieving outcomes with the ability to influence without formal power

    + Strong social skills and ability to assimilate information for support

    + Deep understanding of the US healthcare market dynamics

    + Dedication to our Corporate Compliance culture and policies

    + Outstanding role model for our 4-I Values (Integrity, Intensity, Innovation, and Involvement)

     

    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.