Job Description

Position Summary:

The Account Relationship Manager, Oil, Gas, Petrochemical and Chemical is a key commercial role within the Chromatography and Mass Spectrometry Division of Thermo Fisher Scientific. This role provides expertise leading sales and commercial activities for the Oil, Gas, Petrochemical and Chemical segment. The incumbent identifies regional priorities, initiates and maintains effective customer relationships, develops opportunities for growth for new and existing customer base, and ensures penetration and profitability.

Key Responsibilities:

Customer Relationship Management

* Manages strategic direction for accounts; develops strategies to meet plan and expand business; maintains pipeline of opportunities to meet or exceed business objectives
* Identifies, prioritizes and initiates new client opportunities and creative growth strategies and identifies solutions for implementation
* Understands customer needs across the entire lab, pain points and impact and builds bridges to the appropriate technology solution to capture value
* Effectively consults with customers to influence key decisions on technology and product choices, interfacing with the primary decision-makers, understanding how customers measure key success and growth objectives
* Articulates holistic product, service and supports solutions highlighting the value of offerings. Identifies and delivers the appropriate presentable content to deliver the holistic solution to the customer

Additional Responsibilities

* Maintains accurate and current records of proposals, opportunities, accounts, contacts, leads, actions and reporting
* Build and maintain customer lab database at location deployed
* Conducts Voice of Customer, manages results, and converts to actions
* Interfaces with finance for tracking impact of efforts, dashboards
* Fluent with VOC, SAP, SalesForce.com, lab databases

Key Relationships

* Works closely with Implementation Manager and Customer Success Managers in order to navigate complex customer situations, configure proposed solutions, support close of business and successful implementation
* Drives collaboration with other commercial and functional teams in a highly matrixed structure (sales, marketing, product line, suppliers, sales operations)
* Interfaces with and maintains effective relationships with technology and regulatory experts in region

Minimum Requirements/Qualifications:

* Ability to develop creative growth strategies and guide successful execution with a proven track record of driving and delivering results
* 8+ years of sales experience in sciences technology field required with degree, or 6+ years with advanced degree
* Bachelor2019s degree, preferably in a chemistry discipline
* High level understanding of analytical techniques that are used (chromatography and mass spectrometry) in the Oil, Gas, Petrochemical and Chemical market
* Proficiency in understanding of Oil, Gas, Petrochemical and Chemical market preferred
* Strong leadership and communication skills with the ability to collaborate, motivate, and influence at all levels of the organization
* Computer proficiency in MS Office and the internet
* Solid English written and verbal communication skills.
* Organizational skills, ability to multi-task and meet deadlines
* Proven commercial excellence working in matrix environment
* Ability to travel to customer locations ~50% almost exclusively region
* Demonstrates the Thermo Fisher values (The Four I2019s) 2013 Integrity, Intensity, Innovation, and Involvement
* Key Competencies:
* Sales experience with unlocking customer values
* Proven competitive selling skills with strong consultative selling skills
* Knowledge and experience of customer workflow/processes
* Strong listening and relationship building skills
* Understanding of how product portfolio applies to the customer challenges
* Ability to distinguish between achievable/unachievable project/opportunities