• Selling Agility Identifies and prioritizes new client opportunities and develops solution implementation and growth strategies • Increase share of wallet within existing accounts by identifying under penetrated areas, demonstrating CMD’s value proposition, designing the appropriate solution, and closure of opportunities • Leads and cultivates account relationships to drive expansion and renewals across the full CMD portfolio (analytical instruments, consumables, services); provides product assistance, consultation, and problem solving to customers as vital and expedites orders • Identifies, documents and confirms the best technology choice to meet the customer needs • Provides quotation, negotiates contracts and closes orders with end users as well as purchasing departments and supports all procurement processes • Applies data and metrics to develop and report on account development strategies and tactics • Adaptable to customers’ needs, as well as to conditions and trends that affect them and work independently to lead customer relationships • Results Leadership Expands current account penetration and share of wallet • Grows organically, broader and deeper with all primary products • Leverages cross-sell motions and activities • Leads direction for the territory; Develops sales strategies to meet plan and expand business within assigned territory; Maintains pipeline of opportunities to meet or exceed all quarterly sales objectives • Uses Thermo Fisher Scientific’s sales tools to effectively handle accounts, opportunities, pipelines and forecast in an accurate and timely manner • Maintains awareness of competitor and industry activity • Introduces new products and services as available • Technical Knowledge Leads partnership and coordination with (technical) sales-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise • Attends and runs technical business presentations, and when required, trade shows, user meetings and other customer events; Positively always represents Thermo Fisher Scientific throughout customer locations • Exchanges of account information and Sales Leads within and across Thermo Fisher Scientific commercial divisions • Works adeptly in a team selling environment engaging the best internal company resources to address customer challenges • Proficiency in analyzing sales data, market trends, customer behavior, and financial metrics to create accurate financial projections and revenue forecasts • Experience in developing and adjusting sales forecasts based on historical data, market trends, sales pipeline information, and changing market conditions