Senior Key Account Manager

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Able to lift 40 lbs. without assistance

Job Description

Come join the world leader in serving Science! As part of an outstanding team of professionals at Thermo Fisher Scientific, you’ll play an important role in helping customers make the world healthier, cleaner and safer as you develop and maintain customer relationships within various federal government agencies focused on national safety and security.

Within Thermo Fisher Scientific’s Chemical Analysis Division, you will have a real-world impact by leading all aspects of the sales process for our Field Safety Instruments using portable molecular spectroscopy (FT-IR and Raman) techniques for chemical identification. As a Key Account Manager, you’ll help develop effective customer relations and create opportunities for market penetration and growth, while achieving sales and profitability goals.

What we do

• Schedule and coordinate in-person meetings with North America Federal Government customers within various agencies.
• Provide presentations and demonstrations of our technology to existing and prospective Fed Gov (DOD & DHS) customers.
• Identify new business opportunities in Hazmat, EOD and narcotics identification markets.
• Work with channel partners including forecasting, training and goal setting
• Provide input in technical consultation and problem solving to meet customer needs.
• Meet or exceed established sales goals by delivering bookings commitments in accordance with business unit targets.
• Build and implement strategies and tactical plans to drive growth.
• Communicate bookings outlook to management and the broader organization to ensure transparency into performance and timely delivery of products and services.
• Drive collaboration and accountability through improved sales pipeline and forecast management processes by using sales tools like Salesforce.
• Work with product management teams and make recommendations based on the understanding of marketing and new product plans.
• Prepare quotations and tender submissions for the market area in liaison with management and carry out follow-up with customers for products and services.
• Participate in trade shows and technical seminars/workshops

Individuals we are seeking

• A bachelor’s degree
• Minimum five years of commercial experience selling to federal government customers
• Proficient analytical skills to make observations from market trends and customer demand.
• Comfortable leading discussions and giving presentations.
• Demonstrated technical sales or hands-on experience with scientific instrumentation.
• Business travel overnight 50% - 75% as needed.
• Resides within the primary sales territory (VA, DC, MD)