Account Manager III - Chromatography and Mass Spectrometry

JOB DESCRIPTION

Work Schedule

Environmental Conditions

Job Description

Account Manager III - Chromatography and Mass Spectrometry

Location: Mexico City, Mexico
Division: Chromatography and Mass Spectrometry
Function: Sales and Business Development
Work Arrangement: Field-based position, in accordance with local work policies
Travel Requirement: Up to 80% of the time within the Mexican territory
Position Type: Full-time
Reports To: Sales Management / Division Commercial Leadership

About Thermo Fisher Scientific

At Thermo Fisher Scientific, our work has a purpose: to enable our customers to make the world healthier, cleaner, and safer.

We support our customers in accelerating scientific research, solving complex analytical challenges, increasing laboratory productivity, and developing solutions that have a positive impact on society.

Our culture is grounded in our 4i Values: Integrity, Intensity, Innovation, and Involvement , which guide how we collaborate, make decisions, serve our customers, and achieve results.

Position Purpose

The person in the Account Manager III position will be responsible for driving profitable and sustainable growth of the chromatography and mass spectrometry analytical instruments business in Mexico.

This position will develop strategic relationships with current and prospective customers, identify new business opportunities, and manage the full sales cycle, from prospecting and needs definition through negotiation, closing, (coordination of) installation, and post-sale follow-up.

We are looking for a professional with strong commercial experience and technical knowledge of the principal chromatography and mass spectrometry technologies, who can serve as a trusted advisor to customers and translate their scientific and operational challenges into high-value solutions.

Key Responsibilities

Business Development and Goal Achievement

• Meet or exceed the annual sales, bookings, revenue, profitability, and growth targets established for the assigned territory and portfolio.
• Develop and execute strategic territory and key account plans aligned with the division's commercial priorities.
• Identify new business opportunities within existing customers, competitive accounts, expansion projects, and emerging markets.
• Increase Thermo Fisher Scientific's market share and presence throughout the Mexican territory.
• Manage the complete capital equipment sales cycle, including prospecting, qualification, solution configuration, quotation, negotiation, closing, and follow-up.
• Develop opportunities related to instruments, software, services, consumables, maintenance agreements, and other complementary solutions, as applicable.
• Build and maintain a sufficient, healthy pipeline to support the achievement of short-, medium-, and long-term commercial objectives.

Consultative Selling and Customer Knowledge

• Understand each customer's analytical workflows, scientific needs, operational challenges, and business objectives.
• Translate the technical capabilities of chromatography and mass spectrometry solutions into clear value propositions related to productivity, quality, compliance, return on investment, and total cost of ownership.
• Present solutions to technical, scientific, operational, financial, procurement, and executive audiences.
• Build strong, long-term relationships with users, laboratory leaders, researchers, quality professionals, procurement, finance, and decision-makers.
• Coordinate demonstrations, seminars, technical evaluations, proofs of concept, visits to reference sites, and scientific activities.
• Maintain continuous communication with customers throughout every stage of the sales process, ensuring a professional, agile, and consistent experience.

Management of the Mexican Territory

• Maintain an active field presence and travel up to 80% of the time within the Mexican territory.
• Efficiently plan visits, routes, priorities, and commercial activities to maximize territory coverage and productivity.
• Develop opportunities in segments such as pharmaceuticals, biotechnology, food and beverage, environmental, energy, petrochemical, academia, research, government, and analytical testing laboratories.
• Participate in conferences, trade shows, seminars, scientific meetings, and relevant commercial activities.
• Collaborate with distributors and authorized channels when required by the commercial model.
• Identify market trends, competitive activity, new applications, and changes in customer needs.
• Provide structured feedback to product, marketing, and commercial leadership teams.

Commercial Administration and Forecasting

• Promptly record commercial activities, contacts, opportunities, and progress in the company's authorized CRM platforms.
• Maintain accurate information on the value, stage, probability, estimated close date, and next steps for each opportunity.
• Prepare reliable sales forecasts and actively participate in pipeline, territory, and performance reviews.
• Manage quotations, commercial documentation, price approvals, contracts, tenders, and administrative processes.
• Apply pricing and negotiation strategies that protect the value of the solutions and the profitability of the business.
• Follow up on purchase orders, deliveries, installations, customer acceptance, and collections in collaboration with the appropriate teams.

Cross-Functional Collaboration

• Operate as one organization with product specialists, application scientists, technical service, marketing, Customer Care, operations, finance, contracts, and commercial leadership.
• Coordinate the internal resources required to develop comprehensive and differentiated solutions.
• Clearly communicate customer needs, expectations, risks, and commitments.
• Share best practices, market knowledge, and lessons learned with colleagues in Mexico, Latin America, and global teams.
• Contribute to an environment of collaboration, respect, inclusion, and shared accountability.

Ethics, Compliance, and Quality

• Conduct all commercial activities in accordance with the Code of Conduct, internal policies, and applicable legal and regulatory requirements.
• Maintain the highest standards of ethics, transparency, and integrity during negotiations, tenders, customer interactions, and information handling.
• Comply with approval processes for discounts, contracts, demonstrations, travel, expenses, and documentation.
• Protect confidential information belonging to the company, customers, and business partners.
• Promote a culture of safety, quality, compliance, and continuous improvement.

Required Qualifications

• Completed bachelor's or engineering degree in Chemistry, Pharmaceutical-Biological Chemistry, Chemical Engineering, Biochemistry, Biotechnology, Life Sciences, or a related scientific discipline.
• A minimum of five years of demonstrated experience selling chromatography and mass spectrometry analytical instruments .
• Experience managing consultative sales of capital equipment and complex sales cycles.
• Technical and commercial knowledge of technologies such as:
  • Liquid chromatography, HPLC, or UHPLC.
  • Gas chromatography.
  • Mass spectrometry.
  • LC-MS and GC-MS systems.
  • Related software, applications, and analytical workflows.
• Demonstrated track record of meeting or exceeding quotas and commercial objectives.
• Experience developing new customers and managing strategic accounts.
• Ability to build value propositions, present solutions, and negotiate with different levels of an organization.
• Experience using CRM systems to manage opportunities, pipeline, and forecasts.
• Ability to interpret technical requirements, tender specifications, and purchasing specifications.
• Fluent Spanish and professional proficiency in spoken and written English, sufficient to collaborate with regional and global teams.
• Current residence in Mexico City or the metropolitan area.
• Availability to travel up to 80% of the time within Mexico.
• Ability and willingness to drive, with a valid driver's license.
• Legal authorization to work in Mexico.

Preferred Experience and Knowledge

• Commercial experience with customers in the pharmaceutical, biopharmaceutical, food, environmental, petrochemical, academic, or government sectors.
• Knowledge of regulatory and quality processes applicable to analytical laboratories.
• Experience with public- and private-sector tenders.
• Experience working with application scientists, product specialists, and service teams.
• Knowledge of consultative selling, strategic account management, or value selling methodologies.
• Experience with distributors or indirect commercial models.
• Graduate degree, scientific specialization, commercial diploma or certificate, or MBA.

Key Competencies

• Customer focus and the ability to build trusted relationships.
• Strategic thinking and business acumen.
• Ability to identify, qualify, and develop complex opportunities.
• Clear and persuasive communication tailored to different audiences.
• Negotiation and influencing skills.
• Commercial discipline and results orientation.
• Planning, organization, and effective time management.
• Autonomy and the ability to work effectively in a field-based position.
• Resilience, adaptability, and a sense of urgency.
• Scientific curiosity and a commitment to continuous learning.
• Cross-functional collaboration and teamwork.
• Data- and information-driven decision-making.
• Respect for different perspectives and commitment to an inclusive environment.