Job Description

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

How you will make an impact:

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.

What you will do:

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

How you will get here:

Education/Experience:

Bachelor’s degree required, preferably in a chemistry discipline
8+ years of sales experience in sciences technology field required with degree, or 6+ years with advanced degree
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

Knowledge, Skills, Abilities:

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 I’s) – 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