Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
DESCRIPTION:
Join our collaborative sales team at Thermo Fisher Scientific and contribute as a Academic and Biotech Incubator Bioscience Account Manager (BAM) supporting our legacy Life Technologies research portfolio that includes brands such as Gibco, Invitrogen, Applied Biosystems, Peprotech, eBioscience, Molecular Probes, Dynal, EVOs. You will increase revenue and build lasting relationships with customers while representing our comprehensive portfolio of scientific products and services. BAM portfolio encompasses reagents, consumables and instrumentation spanning across molecular, protein and cell biology. Working in a supportive environment that values achievement and innovation, you'll help enable our customers to make the world healthier, cleaner and safer. The BAM is the cornerstone for our commercial landscape, leading key sales activities around demand generation, closing, account mapping and collaborating with other commercial stakeholders including technical specialists and distribution partners.
How will you make an impact?
This field-based role is responsible for driving sales growth and managing key accounts across academic, government, and industrial customers within the assigned territory. You will expand existing business, develop new opportunities, and achieve sales targets through strategic account engagement, participation in scientific events, effective prospecting, and strong customer relationships. This role will be home based and requires the individual to be located in the San Fran Bay Area.
- Segment: Academia/ Incubator / Biotech
- Location: South Bay / Peninsula, Palo Alto
What will you do:
- Consistently achieve or exceed sales targets by maintaining existing business, prospecting to develop incremental business, and conducting cold calls to develop new business in assigned accounts.
- Execute effective sales strategies, including prospecting, qualification, value-based selling, and closing.
- Leverage product, application, and workflow knowledge to position solutions, deliver technical presentations and demonstrations, and drive customer adoption.
- Manage sales opportunities through disciplined pipeline management, including forecasting, next steps, and close plans
- Maintain strong customer relationships and engage key stakeholders across accounts
- Participate in sales meetings, seminars, and trainings
- Collaborate with internal teams and channel partners to deliver results
- Generate demand through holding office hours, 1:1 meetings, hall walking, business reviews and scientific seminars
- Create scientific intimacy with academic and small biotech companies
- Take market share from competitors
Operating Cadence and Standard Work:
- Field based customer engagement is expected 3-4 days a week.
- Maintain a consistent operating rhythm to manage territory performance, including funnel management, account planning, and achieve KPI metrics.
- Routinely update CRM (Salesforce) to ensure accurate forecasting, pipeline health, and visibility to business performance.
- Prepare quarterly account and territory plans to define focused sales strategies and actions to achieve revenue targets, and mitigation plans to close gaps.
- Share market insights, competitive intelligence, and best practices with internal stakeholders.
Who are we looking for:
- Bachelor's degree required, preference in the field of Biology.
- 5+ years of work experience, preferably in wet lab /scientific industries, or 4 years of work experience with a graduate degree
- Or PhD with 1 year of work experience
- Strong technical understanding of customer applications and workflows and position our products within the workflow
- Proven track record of achieving or exceeding sales targets in instrumentation, laboratory, or scientific sales
- Demonstrated ability to build strong relationships across all levels of an account and map key stakeholders, decision makers, and influencers.
- Understands the customer’s broader goals and challenges, using value-based selling to influence decisions, solve business problems, and uncover growth opportunities.
- Experience working in a matrixed, collaborative environment
- Analytical and strategic planning capabilities
- Positive, can-do attitude and ability to adapt to and embrace change
- Highly motivated to hit sales goals, and take share from competitors
- Fluency in English required; additional languages beneficial
- Commitment to Thermo Fisher's core values of Integrity, Intensity, Innovation and Involvement
Knowledge, Skills, and Abilities
- Strong business acumen with ability to translate data into actionable sales strategies
- Strong understanding of academic grant, funding and publication dynamics & biotech incubator environment
- Excellent communication, presentation and negotiation skills
- High level of personal accountability and rigorous execution discipline
- Proficiency with CRM systems (preferably Salesforce) and Microsoft Office
- Strong understanding of sales funnel management and forecasting
- Valid driver's license and ability to travel up to 25-50% within assigned territory, with occasional travel outside of territory for training
- Able to lift 50 lbs. independently
- Ability to manage multiple priorities and meet deadlines
*Relocation assistance is NOT provided.
*Must be legally authorized to work in the United States without sponsorship.
Compensation and Benefits
The salary range estimated for this position based in California is $80,000.00–$115,000.00.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
