Senior Account Manager (m/f/d) – Diagnostics Sales (Germany North)

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

We provide teams with the resources needed to achieve individual career goals while taking science a step beyond through research, development and delivery of life-changing therapies. Our work in specialty diagnostics – from providing diagnostic assays and instruments to clinical monitoring across disease stages – improves the diagnosis and management of blood cancers and immune system disorders. Your determination to put patients at the heart of every decision will improve health outcomes that people and communities depend on – now and in the future.

Location/Division Specific Information

The Binding Site Group, part of Thermo Fisher Scientific, is a global leader in specialty diagnostics, providing diagnostic assays and instruments to improve the diagnosis and management of blood cancers and immune system disorders. The Binding Site’s Freelite offering is widely recommended for multiple myeloma diagnosis and monitoring across all stages of the disease by major clinical guideline publications. In addition, The Binding Site is an active and influential contributor to the broader scientific community. To find out more visit

Discover Impactful Work:

The Binding Site Business is in search of a Senior Account Manager (m/f/d) – Diagnostics Sales (Germany North - ideally based in or around Hamburg) to join our sales team. This role will report directly into the sales organization under the Country GM and provides a fantastic opportunity to shape the future of our PDX-portfolio through detailed display of commercial savvy, technical expertise, and strategic healthcare economics.

A Day in the Life:
Establish and maintain peer-to-peer relationships with laboratory physicians/scientists, laboratory managers, procurement specialists, and Managed Service Companies. Conduct regular check-ins, business reviews, and performance assessments with clients to ensure satisfaction and understand evolving needs. Achieve and exceed revenue growth targets while developing and leading sales strategies and processes, using Salesforce (SFDC) as a key tool. Lead the sales process from prospecting and funnel management to collaborator coordination and closing deals. Work closely with field counterparts to gain business and manage contracts. Proactively identify and resolve problems or objections to business growth. Stay informed on laboratory, clinical, and scientific advancements. Collaborate with internal departments to ensure alignment and awareness of field insights. Manage competing demands and adapt approaches as needed. Be an active member of the German Sales Team, contributing to strategy development and budget delivery. Drive customer happiness, dedication, and revenue growth.

What to expect:

• Build and maintain strategic relationships with primary decision makers.
• Partner with local colleges (Application specialists, Medical Scientific Liaison Managers, ...) to expand the PDX core business and drive sales opportunities in targeted accounts across the region.
• Navigate complex, matrixed organizations to identify and engage key stakeholders.
• Provide accurate forecasting
• Drive reagent utilization on Optilite accounts.
• Act as an internal advocate for PDX by capturing and relaying the Voice of the Customer (VOC) to support continuous improvement of the product portfolio.

Keys to Success:

Education

• Bachelor’s degree or equivalent experience in Business, Marketing, Sales, or a related field.

Experience

• 2+ years of clinical laboratory experience.
• 3+ years of IVD sales experience.
• Proven success in achieving sales targets regularly.
• Experience leading projects in a matrix organization.
• Familiarity with immunoassay analyzer technology is a plus.
• Understanding of analytical and clinical performance evaluation principles for IVD devices.

Knowledge, Skills, Abilities

• Outstanding interpersonal skills with both internal and external collaborators.
• Strong interpersonal and project management skills, including excellent record-keeping and documentation practices.
• Ability to identify and promote quality improvements; apply feedback effectively.
• Strong presentation, negotiation, and interpersonal skills.
• Ability to work independently and collaborate in a fast-paced, complex environment.
• Advanced proficiency in MS Office Suites.
• Leadership characteristics: Drives Growth, Customer Focus, Financial/Business Insight, One Team Approach, Change Leader, Talent Builder, Executive Presence.

Physical Requirements / Work Environment

• Full clean driving licence.
• Valid passport required.
• Ability and flexibility to travel 75% each week.

Benefits:
We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need.

#StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.