Health Systems Executive

Location
Dallas, TX
Salary
Competitive
Posted
May 25 2017
Ref
49611BR
Position Type
Full Time
Job Description

The Healthcare Market Division (HMD) offers a broad array of consumables, diagnostic kits and reagents, equipment, instruments, solutions and services for hospitals, clinical laboratories, reference laboratories, physicians' offices and other clinical testing facilities. These products are manufactured by Thermo Fisher and third parties. The division is based in Houston, Texas and manages over 22,000 active customer accounts, 80,000 products, 2900 suppliers, 13 distribution centers and 3 customer service locations generating over $1B in revenues.

Job Specifics:

  • Field based
  • Home office environment
  • 25-50% travel requirements
  • Customer lab and/or office environment

Job Functions within assigned accounts:

  • Create the overall strategy for accounts within territory and any assigned strategic accounts
  • Manage the interface between the strategic account and Fisher HealthCare, developing relationships at senior levels within account to advance company's access and opportunities
  • Strategic account prospecting, targeting and development
  • Responsibility for contract implementation in HSE's respective Share of
  • Market (SOM) and Managed accounts
  • Coordination of all activities associated within these accounts
  • Development of RFP responses for regional or local customers
  • Development of pro-forma (with Finance) and contract terms development
  • (with Legal)
  • Act as account manager and field sales team leader at IDN level
  • Develop and execute Share of Wallet (SOW) strategies in managed accounts
  • to include standardization and low cost alternative initiatives
  • Conduct regular business updates to key stakeholders within client company and within Fisher HealthCare
  • Manage and direct transition of new business to Fisher HealthCare including
  • account ownership and implementation
  • Manage RFP process both externally and internally
  • Utilize territory and account management tools to plan and track business
  • efforts, maximize sales efficiency, monitor success and corrective actions

Skills and Abilities

  • Proven industry success and track record of closing new business
  • Excellent interpersonal skills
  • Self-directed and highly motivated
  • Senior Level / Executive sales skills
  • Strong presentation skills, and advanced negotiation skills
  • Able to establish and develop solid senior-level customer relationships
  • Coach and motivate others, without direct reporting authority
  • Intermediate to strong computer skills, especially in the MS Office S/W suite
  • Project management experience within a team environment
  • Strong analytical skills including basic financial training
  • Excellent verbal and written communication skills
  • Ability to rapidly learn Fisher HealthCare systems and value proposition

Requirements

  • B.S.; B.A. in Health, Biology, Science or related discipline, or equivalent experience
  • 10+ years Healthcare industry experience
  • Healthcare industry sales, with a strong preference of 3-5+ years in lab distribution

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $17 billion and approximately 50,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands - Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services - we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.


This position has not been approved for relocation assistance



Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.