Account Executive

Overview

Remote-based field sales role covering New York City and Long Island, driving revenue growth for the Protein Diagnostics Division's oncology and special protein products by prospecting for and closing new laboratory and health system business while growing existing accounts.

What you'll do

• Achieve targeted revenue objectives for oncology and special protein products.
• Prospect for and close new laboratory and health system business while maintaining and expanding existing accounts.
• Develop and execute strategies and tactics to increase test utilization and expand test menus, communicating the value of the testing portfolio to executive leadership and laboratory management.
• Grow oncology and special protein market share by converting competitive business using available contractual options, including purchase, lease and placement.
• Partner closely with the Area Sales Manager and Key Account Manager to achieve strategic objectives and lead instrument proposals before, during and after placement.
• Manage new customer instrument demonstrations and support customers throughout the evaluation process.
• Lead customer contract renewals from start to finish, focusing on customer satisfaction, retention and continued growth.
• Achieve established growth and revenue objectives while identifying opportunities to expand business within the assigned territory.
• Anticipate and respond to competitive challenges to protect and strengthen market position.
• Leverage sales, marketing and other commercial resources to support continued account growth.
• Collaborate with cross-functional teams on new product implementations and instrument go-lives to ensure successful customer adoption.
• Conduct regular Customer Business Reviews to identify and act on opportunities for growth and optimized clinical and laboratory utilization.
• Educate customers and clinicians on the value of the test portfolio and the clinical insights the solutions provide to support improved patient management.
• Deliver business insights and value that strengthen customer relationships, support retention and develop Key Opinion Leader relationships.
• Serve as the primary liaison between customers and internal Commercial partners, including Marketing, Commercial Operations and executive leadership.
• Maintain accurate and timely account, opportunity and sales activity information in Salesforce.com.

What you'll need

• Bachelor's degree in a scientific discipline, or an equivalent combination of education and relevant work experience.
• Demonstrated record of achieving sales targets and driving revenue growth.
• Strong strategic, consultative and complex selling skills.
• Technical aptitude with the ability to understand customer applications, laboratory workflows and business needs.
• Excellent communication, presentation and negotiation skills.
• Demonstrated ability to develop and maintain relationships with stakeholders at multiple levels of an organization.
• Strong analytical, business planning and territory management capabilities.
• Ability to work independently while collaborating effectively within a matrixed organization.
• Proficiency with CRM systems and Microsoft Office.
• Valid driver's license and ability to travel 50–75% within the assigned territory.
• Demonstrated commitment to Thermo Fisher Scientific's 4i Values: Integrity, Intensity, Innovation and Involvement.
• Must be legally authorized to work in the United States without sponsorship.
• Must be able to successfully complete a comprehensive background check, including a drug screening.

Nice to have

• Bachelor's degree in a scientific discipline (strongly preferred; equivalent experience also accepted).
• 3 years of sales experience.
• Prior experience in laboratory, medical device or diagnostics sales.
• Capital sales experience (strongly preferred).
• Proficiency with Salesforce specifically.

Details

• Location: Remote, covering New York City and Long Island; based in New York.
• Work schedule: Standard, Monday to Friday.
• Travel: 50–75% within the assigned territory.
• Employment type not stated in the source.
• Eligible for a variable annual bonus based on company, team and/or individual performance.