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CDD Corporate Accounts Representative

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Richmond, United States Thermo Fisher Scientific Full time

Job Description Position Summary CDD Corporate Account Representative (Account Manager III) will be responsible for managing an assigned list of large, key accounts spanning the nation. The product line responsibility will include Biomarkers, Toxicology (Drugs of Abuse products), MAS Quality Controls, AcroMetrix Molecular Controls, ISD/TDMs, Capital Equipment, and Lab Link xL. This role significantly impacts the success of the division and will require accountability, extensive attention to detail, critical problem-solving, frequent overnight travel and an emphasis on delivering consistent sales results, profitability and annual revenue growth in each of the assigned accounts. Summary of essential job functions Responsible for direct sales of the company’s products into a specified list of accounts and effectively manage all stages of sales cycle with excellent post-sales support and service Apply working knowledge of Professional, Consultative, and Strategic Selling skills to develop incremental business in existing assigned accounts Develops a business plan for each account using Miller Heiman L.A.M.P. gold sheets or comparable large account management process; monitors and reports progress regularly to all internal partners and advises Sales Manager of results Work effectively with distribution channels that support the business in addition to direct sales Establish customer pricing within defined ranges, provide price quotations and prepare bid documents/responses, processes specifications, progress, and other reports. Maintain positive relationships with business unit personnel for service and/or technical support, marketing and client/customer purchasing agents. Monthly forecasting and the projection of sales from new and existing opportunities for both reagents and instruments. Attend various trade shows and assist in booth staffing. Work extensively with SFDC (Salesforce.com) CRM to manage customer account base and Qualify sales leads, answer inquiries, and maintain accurate records of activities using approved CRM software (Salesforce). Provide feedback and interact on a frequent basis with Sales Managers, Product Management, Field Service, Customer service, Marketing, Finance, etc. Minimum Requirements/Qualifications: Bachelor’s degree or related experience in sales. Minimum 3 years successful role in field sales, preferable in diagnostic or medical device markets. Demonstrated ability to effectively negotiate and collaborate with cross-functional teams. Ability to plan and execute activities with minimal direct supervision. Must provide detailed and timely reporting. Excellent organizational, presentation, and multi-tasking skills. SalesForce.com experiences a plus. Detail-oriented, analytical approach, strong prioritization skills. Must have high degree of professionalism and ethics. Must be proficient with MS office programs. Must be willing to travel up to 50%-70% of the time in first year. Non-Negotiable Hiring Criteria: Ability to travel without limitation. Excellent verbal and written communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications. Must possess a valid driver’s license 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.