Strategic Account Executive

Job Title: Strategic Account Executive – ImmunoDiagnostics Division (IDD)

Reports To: Regional Sales Manager

Group/Division: SDG/IDD

Position Location: Boston, MA

Day/Shift (if applicable): Day

FLSA Status (Exempt/Non-Exempt): Exempt

This position is a remote, field-based role covering the New England states. Ideal candidate should reside in the Boston, MA metro area.

Position Summary:

The position is responsible for securing prescribed revenue objectives for IDD’s allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, assist in the maintenance and growth in existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through.

This individual is expected to:

• Present and successfully sell our value proposition at the C-Suite level, as well as ensure total account buy-in and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).
• Protect our current base through excellent account management to grow our Autoimmune and Serological business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.
• Collaborate closely with Regional Sales Manager to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement.
• Collaborate with Marketing, Operations, Market Development team, and District and Regional Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.
• Work collaboratively with all Thermo Fisher Scientific divisions, most specifically HMD, to leverage a total Thermo Fisher Scientific experience.
• Meet and/or exceed annual growth targets.
• Travel is frequent, at approximately 80% of total time.

Key Responsibilities:

This position is accountable for achieving prescribed allergy and Autoimmune sales growth through expansion of the customer base and effective account leadership; persuasively articulating the clinical and economic case for allergy and autoimmune testing; ensuring that laboratory infrastructure of our key accounts in your geographic market are aligned with the strategic direction of the organization; and attending to logistical details required for effective physician access where needed. All activity will be in compliance with company policies and guidelines.

Minimum Requirements/Qualifications:

To qualify for this job, you:

• Be a self-starter, able to work independently out of your home, and be willing to travel approximately 80% of time (mainly in your own Area, but also throughout the U.S.);
• Cultivating, leveraging, and developing long-term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide seamless customer service.
• Manage operating plan objectives relative to Point of Sale, Capital Equipment Sales, Contract Renewal, and Competitive Conversions.
• Possess strong listening and interpersonal skills, and effective oral and written presentation communication skills;
• Be business plan-focused and effectively persistent and persuasive, while also being appropriately flexible and resilient, in order to respond to changing business and customer needs;
• A greater understanding of the competitive landscape in their customer base
• Able to “think on your feet”, be well organized, and results driven;
• Possess a detailed understanding of the complexities of healthcare delivery systems and a basic understanding of healthcare finance/accounting and provider/payer economics;
• Have a solid background in market and account development, creating and implementing successful business strategies that drive market and sales growth.
• Prefer prior Medical Technologist background or other ‘hands on’ laboratory experience
• Possess strong analytical capabilities in order to assess and understand profitability of customer relationships in order to effectively partner and negotiate
• Be able to effectively partner with internal functions in order to ‘quarterback’ customer needs

Non-Negotiable Hiring Criteria:

• Bachelor’s Degree, required
• 2 years successful experience in capital diagnostic or medical device sales, and a track record of proven success as a Regional Account Manager (or equivalent); 5 or more years successful experience is preferred
• Successful C-Suite sales experience, preferred
• Previous laboratory experience, preferred

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com