Account Manager - Clinical & Applied Markets (Microbiology)

Work Schedule

Environmental Conditions

Job Description

DESCRIPTION

Thermo Fisher Scientific’s Microbiology Division (MBD) is seeking a highly motivated Account Manager to manage and grow a large, diverse territory covering Scotland and the North East of England.

This role is responsible for the sale of Microbiology products, including culture media and Antimicrobial Susceptibility Testing (AST) solutions, across both Clinical and Applied Markets customers. This includes NHS and private hospital laboratories, as well as Food and Pharmaceutical industry clients.

The Account Manager will be accountable for retaining and growing existing customer relationships, while also actively identifying and converting new business opportunities across all market segments within the territory. The role requires a strong commercial mindset combined with technical understanding, as well as the ability to work independently across a geographically large region.

A significant part of the role involves managing and responding to tenders, particularly within the NHS and other regulated environments, making experience or aptitude in tender processes essential.

This is a field-based role suited to someone who is high-energy, driven, and resilient, with strong relationship-building skills and a problem-solving mindset. While prior sales experience is advantageous, candidates with a strong scientific background and the motivation to develop commercial skills are encouraged to apply.

KEY RESPONSIBILITIES

• Manage and grow a defined sales territory across Scotland and the North East
• Develop strong, long-term relationships with:
  • Clinical customers (NHS and private hospital laboratories)
  • Applied Markets customers, including Food and Pharmaceutical manufacturers
• Drive revenue growth through a balance of account management and new business development
• Identify, qualify, and convert new opportunities across both Clinical and Applied Markets
• Lead and manage tender submissions, including pricing, documentation, and stakeholder engagement
• Understand a range of customer workflows and regulatory environments to position culture media and AST solutions effectively
• Deliver product presentations and technical discussions tailored to different customer segments
• Develop and execute territory and account plans aligned to business objectives
• Accurately manage pipeline, forecasting, and customer activity using CRM tools (Salesforce)
• Collaborate closely with internal teams including technical specialists, marketing, and customer support
• Represent Thermo Fisher Scientific professionally and consistently across all customer interactions

REQUIREMENTS

Essential:

• Bachelor’s degree (or higher) in a scientific discipline (e.g. Life Sciences, Biomedical Science, Microbiology, Chemistry, or similar)
• Strong interest in a technical, customer-facing commercial role
• High levels of motivation, drive, and energy, with a proactive approach to achieving targets
• Excellent interpersonal and relationship-building skills
• Strong problem-solving ability and commercial curiosity
• Ability to work independently across a large geographical territory
• Willingness and ability to travel extensively within the region
• Full UK driving licence

Desirable:

• Previous sales or commercial experience, particularly in laboratory, diagnostics, food, or pharmaceutical environments
• Experience with or exposure to NHS or public sector tendering
• Knowledge of Microbiology workflows, culture media, or AST (or the ability to learn quickly)
• Experience selling into Applied Markets (Food / Pharma) or regulated manufacturing environments
• Experience using CRM systems (Salesforce preferred)

PERSONAL ATTRIBUTES

• Self-motivated, resilient, and results-driven
• Confident communicator able to adapt style for Clinical and Applied Markets customers
• Strong organisational and territory management skills
• Comfortable balancing multiple priorities and long sales cycles
• Collaborative team player who thrives in a matrix organisation

TRAVEL

• This is a field-based role with regular travel across Scotland and the North East (expected up to 80%)