Sr Key Accounts Manager (procalcitonin)

Senior Key Accounts Manager (Procalcitonin)

*Northeast Territory*

224422BR

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them.

How will you make an impact?

The Biomarker Integration Team supports diagnostic testing strategies to help hospitals experience optimal patient and health economic outcomes. The Health Systems Executive (HSE) is responsible for growing test volumes at strategic IDNs and large hospital systems through targeted discovery and engagement of clinical and financial stakeholders at the system-level. Primarily focused on the BRAHMS Procalcitonin (PCT) test, he/she will establish the clinical value and health economic impact of PCT-aided antibiotic decision-making for the management of sepsis and lower respiratory tract infections.

What will you do?

• Own strategic account profiling, targeting and development at assigned target accounts
• Interface with License Partners and Corporate Accounts to coordinate all activities associated with target accounts
• Gain top-down agreement for broad test utilization, achieve system-wide protocol adoption and execute the implementation plan
• Build relationships with Executive Leadership, Laboratory Leadership and Clinical Leads, including Pharmacy, Infectious Disease, Emergency Medicine and Critical Care
• Responsibility for test protocol implementation and test volume growth in HSE’s respective target accounts
• Develop and perform client-specific health economic modeling
• Be accountable to an annual operating growth plan as well as individual performance relating to specific leading activity metrics

How will you get here?

You will act as a key account manager owning the overall strategy and execution while acting as a team leader at the IDN level. This role will have direct responsibility for working with major accounts to establish business relationships, conduct account activities and drive test adoption and utilization. The position is remote based and requires extensive travel.

Education and Experience:

• Bachelor’s Degree preferred
• Minimum 5 years of sales or clinical demand experience
• Demonstrated success in the medical diagnostics or similar market
• Experience presenting health economic models to hospital financial stakeholders highly preferred

Knowledge, Skills, Abilities:

• Proven presentation and advanced negotiation skills
• Strong communication and organizational skills
• Senior level / Executive sales skills
• Able to establish and develop strategic senior-level customer relationships
• Ability to travel extensively and as needed; minimum travel is >50%
• Strong analytical skills that coincide with the ability to implement complex selling strategies
• Superior relationship-building ability with leadership qualities
• Proficient with SFDC CRM, Excel, Microsoft Word and Outlook
• Self-directed and highly motivated

Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.