Sr Account Manager/シニアアカウントマネージャー(デジタルサイエンス)
Thermo Fisher Scientific
Tokyo, Tokyo, JPN
1 日前

職務概要(アカウントマネージャー)

Digital Science Business Unit のシニアアカウントマネージャーは 新規および既存の顧客に対し(LIMS ELN LES)の販売を担当して頂きます

主要な業務

  • 既存のデジタルサイエンスの顧客に対し ソフトウェアとサービスのポートフォリオの販売拡大
  • 担当テリトリー全体での新規ビジネス開拓 拡大
  • 担当テリトリーにおけるゴール達成ためのプラン(戦略的 戦術的) 作成 実施
  • 年間プランの達成ため 販売戦略 戦術 リソース要件を含む事業計画を準備する
  • 地域全体のお客様と定期的に会い 顧客満足を確保
  • 実装スケジュールとサポート活動が お客様や経営陣へのコミットメントに合致していることを確認
  • 契約の確認プロセスと交渉を管理する
  • 営業プロセスの各段階でコミットメントとクロージャーを構築
  • 四半期ごとのアカウントのレビューと更新を定期的に進捗状況と市場の変化を反映します
  • 販売サイクルの早い段階で潜在的な機会を評価し パイプライン 案件を (Sales Force上)作成 管理して またクローズに向けて社内リソース Pre Sales / Service を有効活用し プランを作成
  • 現実的な売上予測を経営陣に連絡し 必要に応じてプラン達成のために営業戦力を見直す
  • 社内の他のグループと協力して ビジネスチャンスに対処し 障害を克服するための適切な戦略を実施
  • Position Summary :

    The position is responsible for the development of Digital Science software and services business across the assigned territory to develop new business opportunities and customers via prospecting plus managing and developing existing customer accounts to drive growth via extending existing business.

    This position carries a sales quota for Japan.

    Key Responsibilities :

  • Develops existing Digital Science accounts growing the software and services portfolio
  • Successfully prospects for new business across the territory
  • Meets or exceeds the agreed targets for the territory (financial, strategic and tactical)
  • Proactively meets with customers throughout the region on a regular basis to ensure customer satisfaction.
  • Prepares business plans for their territory. Plan should include opportunity map, estimates current and future levels of spending on products and services, sales strategies, tactics and resource requirements.
  • Ensures implementation schedules and support activities are aligned with commitments to customers and to management.
  • Responds effectively and promptly to customer requests.
  • Manages the contract review process and negotiation.
  • Builds commitment and closure at each stage of the sales process.
  • Ensures that Management is involved at critical times and during pivotal opportunities. Delegates to other departments as appropriate.
  • Conducts, where applicable, quarterly account reviews and updates the account plans on a regular basis to reflect progress and market changes.
  • Maintains and updates a list of leads, contacts and prospects within a centralized CRM system.
  • Works with partners / customers to identify additional prospects.
  • Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met.
  • Provides realistic sales forecasts to management and communicates any significant changes or developments.
  • Participates in regional meetings to share best practice, review performance against targets, and conduct informal training.
  • Prepares for each sales call and sets specific call objectives.
  • Uses knowledge of the competition in the sales campaign to develop competitive strategies.
  • Collaborates with other groups within Thermo Fisher to implement appropriate strategies to address business opportunities and overcome obstacles.
  • Frequent Contacts : Internal

    Internal

  • Technical Sales Consultants (TSCs)
  • Professional Services Organisation
  • Sales Management
  • Product Management
  • Prospects
  • Existing Customers
  • Resellers and other partners
  • Minimum Requirements / Qualifications :

  • Evidence of 5-10 years of software sales preferably at enterprise level within a scientific domain
  • Bachelor’s Scientific or IT degree
  • Account Planning
  • Customer Management
  • Prospecting
  • Managing & Forecasting Sales Pipeline
  • New business development
  • Negotiating and Closing Sales
  • Must be a self-starter and able to work remotely
  • Competent in managing multi-level, complex sales opportunities
  • Excellent interpersonal skills combined with strong organizational and analytical skills
  • Strong written and verbal communication skills
  • Willing and able to travel significantly throughout your defined territory and further afield as required.
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