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Sr. Account Sales Manager

4 weeks ago

San Francisco, California, United States Thermo Fisher Scientific Full time
Work ScheduleStandard (Mon-Fri)Environmental ConditionsOfficeJob DescriptionJob title: Sr Account Manager, Material and Structural AnalysisReports to: Sr. Director, Account Management, Analytical InstrumentsLocation: USA West Coast, remoteYou will work closely with semiconductor customers, and internal business managers to address customer's failure analysis and inline process control challenges using our electronic microscopy product portfolio. You will also generate opportunities and meet bookings objectives optimally to support semiconductor segment growth planDivision Specific InformationMaterials and Structural Analysis Division designs, manufactures, and supports the broadest range of high- performance electron microscopy workflows that provide images and answers in the micro-, nano-, and picometer scales. Combining hardware and software expertise in electron microscopy with deep application knowledge in the materials science, life sciences, electronics, and natural resources markets.What will you do?
• Develop/expand positive relationships with semiconductor customers in your territory from FA lab to fab process control group, including direct relationships with "C-suite" customers.
• Acquire a detailed understanding of key customer requirements and challenges, partner with regional sales development managers and cross functional teams internal of the company to translate that into opportunities, value, and eventually convert to orders.
• Implement the go-to-market strategy of our valuable solutions to build strong pipeline.
• Prepare regular reports of progress and forecasts to internal and external collaborators using key account metrics.
• Deliver bookings and revenue commitments for the semiconductor product line and designated territory. Create positive customer experience by leading cross functional team to increase customer satisfaction. Commercial Process Management - lead contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements.
• Responsible for the resolution of commercial issues / term discussions.
• Collaborate with other regionally based sales team members to improve our success in cross regional projects.
• Collaborate with the sales team member from different business unit and divisions on cross-divisional sales opportunities.
• Reporting -integrate CRM daily work to ensure accurate reporting including pipeline management and accurate forecasting.
• Coordinating with Product Management, Commercial Management and Marketing on gain initiatives and campaigns.How will you get here?Education
• Degree in physics or engineering required
• MBA preferredExperience,
• Minimum of 5 years successful history of selling high value capital equipment in semiconductor industry High energy level with integrity and ability to drive initiative.
• Consistent record to work in a matrix environment.
• Experience in solution and value selling.
• Ability to travel up to 50%+ of time. Fluency in EnglishSkills & abilities
• Excellent interpersonal, collaborative, communications, and transaction discussion skills
• Business skills with competence in deal analysis, forecasting, and meeting commitments.
• Capability to tie independent product offerings into an integrated solution sale that offers the highest value proposition to the customer.What's in it for you:
• Employment with an innovative, forward looking global organization
• Outstanding career and development prospects
• Performance related bonus scheme with additional benefits
• Exciting company culture which stands for Integrity, Intensity, Innovation and InvolvementAbout us:When you're part of Thermo Fisher Scientific, you'll do exciting work, and work with a team that values performance, quality and innovation. As part of a successful, growing global organization you will be encouraged to perform at your best. With revenues of $40 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make meaningful contributions to the world.At Thermo Fisher Scientific, each one of our 120,000 + extraordinary minds has a unique story to tell. Join us and chip in to our singular mission-enabling our customers to make the world healthier, cleaner and safer.Compensation and BenefitsThe salary range estimated for this position based in California is $104,000.00-$155,000.00.This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:A choice of national medical and dental plans, and a national vision plan, including health incentive programsEmployee assistance and family support programs, including commuter benefits and tuition reimbursementAt least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policyRetirement and savings programs, such as our competitive 401(k) U.S. retirement savings planEmployees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discountFor more information on our benefits, please visit: global/en/total-rewards