Job Description

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base in Semi and Sciences, from research, to commercial industrial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. The (Senior) Account Manager of the EMEA semiconductor commercial team is a key role responsible for driving and leading the sales process in France, Italy, and Switzerland. Reporting to the Director of EMEA Account Management, this position can be based in France, Switzerland, or Italy, and has the flexibility to be 100% remote. The Account Manager will play a crucial role in establishing and maintaining positive relationships with semiconductor customers, including key partners in the "C-suite," throughout the entire sales cycle. In addition, the Account Manager will lead a cross-functional team to ensure successful outcomes and collaborate closely with internal customers to achieve sales objectives.

What you will do:

Work closely with semiconductor customers, and internal business managers to address customer’s failure analysis and inline process control challenges using our electronic microscopy product portfolio. Generate opportunities and meet bookings objectives successfully to support semiconductor segment growth plan.

Location : remote France, Switzerland, Italy

This will include:

• Develop/expand positive relationships with semiconductor customers in France, Italy, and Switzerland from FA lab to fab process control group. Including direct relationships with “C-suite” customers.
• Acquire a detailed understanding of key customer requirements and challenges, partner with regional sales development managers and cross functional teams internal of Thermo Fisher Scientific to translate that into opportunities, value, and eventually convert to orders.
• Implement the go-to-market strategy of our valuable solutions to build strong pipeline.
• Prepare regular reports of progress and forecasts to internal and external collaborators using key account metrics.
• Deliver bookings and revenue commitments for the semiconductor product line and designated territory.
• Create positive customer experience by leading cross functional team to increase customer satisfaction.
• Commercial Process Management – lead contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations.
• Collaborate with other regionally based sales team members to improve our success in cross regional projects.
• Collaborate with the sales team member from different business unit and divisions on cross-divisional sales opportunities.
• Reporting –integrate CRM as part of daily work to ensure accurate reporting including pipeline management and accurate forecasting.
• Coordinating with Product Management, Commercial Management and Marketing on gain initiatives and campaigns.

How you will get here:

• Minimum of 5 years successful history of selling high value capital equipment in semiconductor industry
• High energy level with integrity and ability to drive initiative.
• Excellent communication and negotiation skills.
• Experienced to work in a matrix environment.
• Business skills with competence in deal analysis, forecasting, and meeting commitments.
• Experience in solution and value selling. Capability to tie independent product offerings into an integrated solution sale that offers the highest value proposition to the customer.
• Ability to travel up to 50%+ of time.
• Local language capabilities, fluence in English, French and/or Italian
• Degree in physics or engineering