Account Manager - Immunology

Work Schedule

Environmental Conditions

Job Description

The Immuno-Diagnostics Division (IDD) of Thermo Fisher is market leader in in-vitro testing for allergy and autoimmune diseases. We meet our customer's need for bespoke assays in allergy and autoimmune disease. The Nordic territory is profitable and growing, with a high install base and share of Allergy and Autoimmunity tests.

We are looking for a dynamic and experienced salesperson to achieve sales and activity targets through effective planning and implementation of strategic account plans in Finland, while also leading and developing distributor performance across the Baltic region. With experience in laboratory, primary and secondary care you will influence strategically to facilitate behaviour and pathway changes, whilst promoting our portfolio of diagnostic tests to clinicians and channel partners.

Position Summary:

Develop and execute strategic territory account plans to drive sustained growth across the allergy and autoimmunity portfolios, achieving sales and activity targets through effective planning and implementation.

Responsibilities

• To meet all sales, revenue and margin objectives through effective management of a sales pipeline of opportunities from prospect to closure focusing on customer retention, expansion, growth and value add.

• Manage the direction for Finland and the Baltic distributor markets through creation of strategic and tactical sales business plans to ensure revenue objectives are met.

• To strategically influence and work with key decision makers in primary care, secondary care and the laboratory to develop patient pathways that improve patient's access to allergy and autoimmune diagnostics, whilst promoting our portfolio of diagnostics tests to increase test volume.

• To understand the Healthcare systems, patient pathway, therapy areas and Laboratory process in all target accounts.

• Collaborating across the matrix with internal stakeholders to support all activities in your territory focused on increasing patients tested, test volume and revenue.

• Proactive monitoring and reviewing of performance to make recommendations as a result.

• Frequently report activities and update funnel opportunities and risks in CRM (SFDC), including relevant visibility of Baltic distributor opportunities.

• Regularly provide revenue forecasts and participate annually in the AOP process.

• Establish and maintain strong relationships with customers and local key opinion leaders.

• Be part of a diverse team handling customer expectations.

• Manage and develop distributor relationships acting as the primary commercial point of contact and ensuring clear objectives, accountability and performance follow-up.

• Ensure distributor activities are aligned with agreed commercial strategy, contractual obligations and applicable Thermo Fisher policies and compliance requirements.

Essential Requirements

• Experience in sales position in In Vitro Diagnostic (IVD) or Medical Device or healthcare market.
• Excellent communication and sales and influencing skills including negotiation.
• Ability to develop positive relationships with customers and key opinion leaders at all levels
• Results oriented
• Strong interpersonal skills
• Ability to assimilate information to garner support for resources, change, etc.
• Must understand the key market drivers and dynamics of the Finland and Baltic healthcare markets, including direct and distributor-led business models.
• Experience managing distributors, channel partners or indirect sales markets, preferably across multiple countries.
• Excellent presentation skills
• Travel as needed to customer and distributor locations, conferences/workshops (domestic and international), etc.

Minimum requirements/qualifications

• 5 years demonstrated success and experience in IVD sales
• Preferred Scientific or Medical Background: Masters or equivalent in Science (Biology, Clinical Biology, Immunology)
• Clean driving licence
• Local language proficient spoken - Finnish
• Excellent English language, written and verbal