Sr Account Manager, EM Microscopy Software Sales

at  Thermo Fisher Scientific

EDUCATION:

• University degree, preferably in Material Science, Chemistry, Physics, Engineering, or an equivalent combination of experience and education.

EXPERIENCE:

• 5-10 years of proven experience in scientific software sales or a related product area is preferred
• Highly developed negotiation skills for customer interaction and closure of sales and other issues.
• Excellent communication skills to a diverse audience are critical to the success of this position.
• Systematic problem-solving by working with customers and the account team.
• Presentation skills and creating materials for presentations to internal and external audiences.
• Ability to work in good collaboration with other sales and account management teams.
• Able and willing to travel to customer locations.

PREFERRED QUALIFICATIONS:

• Miller-Heiman strategic and conceptual selling experience is highly desirable.
• Will need to secure entrance to US Government laboratories and facilities.
• Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement

WHAT WILL YOU DO?

The Visualization and Data Solutions (VDS) business for Electron Microscopy provides software applications for microscopy image processing and analysis that enable customers to find meaningful answers to questions that accelerate breakthrough discoveries, increase efficiency, and ultimately change the world. The VDS business designs, manufactures, and supports the broadest range of high-performance microscopy software applications and workflows that provide images and answers in the micro-, nano-, and picometer scales.
Combining hardware and software expertise in electron, ion, and light microscopy with deep application knowledge in the materials science, life sciences, electronics, and natural resources markets, the worldwide Electron Microscopy and Microscopy Applications employees are dedicated to customers’ pursuit of discovery and resolution to global challenges.

RESPONSIBILITIES:

The Account Manager is responsible for sales/account management activities for all assigned locations, defining and driving sales strategies, providing leadership to subordinates, and ensuring the achievement of bookings, revenue, and business goals.

• Own all sales/ account management responsibilities of specified products to the assigned territory.
• Define, align, and implement Account Strategy for the Industrial, Academic, and Government markets.
• Maintain accurate weekly, monthly, and quarterly booking forecasts.
• Understand all budget issues at each customer and take strategic action.
• Confirm all system configurations, specifications, and acceptance conditions are appropriate for closing orders.
• Coordinate system demonstrations by working closely with application engineers and product marketing managers.
• Validate that all documents have been properly approved during the sales booking process.
• Maintain a pipeline of opportunities to meet or exceed sales objectives