Business Card Title : Sales Representative
Reports To : Sales Manager
Group / Division : Customer Channels Group / Research and Safety Market Division
Job Profile Title : Account Manager II
Job Track : Professional
Position Location : Costa Rica
Number of Direct Reports : 0
Day / Shift (if applicable) : Day
Relocation (if applicable) : No
Position Summary :
Our Account Manager is responsible for the sales of research products and services within a defined territory, serving customers engaged in medical devices manufacturing, electronic manufacturing, as well as food and beverage and other manufacturing facilities within free trade zones in Costa Rica.
The Account Manager maintains effective customer relations, develops opportunities for growth within an existing customer base, identify and develop new potential customers and assures market penetration and profitability while achieving sales and profit forecasts.
The Account Manager objective is to drive profitable growth for RSD in Costa Rica and ensure effective customer service for some of the company’s largest enterprise customers.
Business development activity will include the creation and implementation of account strategies, coordination of value-added programs and services, resource coordination, logistics coordination, quoting and sourcing of products, and RFP / contractual responses.
Key factors of commercial success will be coordinating activities with key suppliers in order to ensure that supply chain and portfolio capabilities are aligned with commercial commitments.
Key Responsibilities :
Achieve the territory sales and margin targets while positioning Fisher Scientific as the supplier of choice at assigned accounts.
Independently make decisions, but also utilize available resources to meet customer needs and work effectively with cross-functional team of supplier and internal resources;
Seeks out broader relationships within the account to help facilitate networking and prospecting .
Constantly develop new knowledge on products and process improvement to assist customers with their needs and expectations.
Perform sales calls and relations with all customers and potential customers in the assigned territory.
Promote sales of products, by visiting new customers, new markets and attend key accounts on a regular basis.
Create, implement and develop sales strategies to improve margin and market share.
Researches competitor and industry activity and keep informed of new products / services and other general information of interest to customers incorporating this data into the business plan;
Introduce new products and services .
Manage pricing and negotiates within territory to control profitability .
Involved in driving sales to the key VMI customers via sales visits, business reviews, and developing short and long term growth strategies .
Maintain accurate reporting, records, and files necessary for proper management of territory .
Communicate with supervisor any customer issues or potential problems, perform other tasks assigned by manager .
Inform customers of supply and price trends and assist in inventory control by using the VMI program or other processes.
Positively represent Thermo Fisher Scientific at all times throughout customer locations
Proactively develop and execute (as necessary) contingency / mitigation plans to contain the risk and prevent evolution of open issues.
Work with all Thermo Fisher Scientific divisions in operation and logistics departments to ensure supply chain and product delivery expectations are met.
Work with key suppliers on specific projects, coordinating SPQ, rebates and product delivery.
Responding to RFP’s in a timely manner.
Report actions to Commercial Manager, updating pipeline with daily actions, forecast, created opportunities, quotes presented, weekly agenda and maintain accurate booking forecasts.
Understand customer budget issues and take strategic action.
Minimum Requirements / Qualifications :
2+ years of sales experience, project management; preferably in the research laboratory industry OR lab experience
Bachelor’s degree required, preferably with sciences background and or marketing. MBA degree considered a plus.
Strong oral and written communication, and presentation skills.
Able to network and form relationships at the director / senior manager level within assigned accounts.
Computer proficiency in MS Office and the internet
Must possess the organizational skills to multi-task and meet deadlines as needed
Ability to work independently and lead in a multi-disciplinary team
Self-motivated and goal oriented
Outstanding organizational, planning, process development, and interpersonal skills
Strong industry, pharmaceutical and science background preferred
Must be able and willing to travel to customer locations
Fluent in Spanish and English.
Experience with process improvement preferred but not required. Green belt certification will be a big plus.
Salesforce experience and knowledge not required but preferably.
Demonstrates the Thermo Fisher values (The Four I’s) Integrity, Intensity, Innovation, and Involvement
This position (has / has not) been approved for Relocation Assistance.