Account Manager – Immunology

This is a fully remote position, open to applicants in Finland.

📋 Description

• Formulate and implement strategic territory account plans within the allergy and autoimmunity sectors.

• Meet and exceed sales, revenue, margin, and activity objectives.

• Oversee the sales pipeline from prospecting to closure, with a focus on retention, expansion, growth, and value addition.

• Manage the distributor markets in Finland and the Baltics through strategic and tactical sales business planning.

• Influence key decision-makers in primary care, secondary care, and laboratories to create patient pathways and enhance access to diagnostics.

• Advocate for Thermo Fisher’s allergy and autoimmune diagnostic test offerings to clinicians and channel partners.

• Gain a comprehensive understanding of healthcare systems, patient pathways, therapy areas, and laboratory processes in target accounts.

• Collaborate with internal teams to boost the number of patients tested, test volume, and revenue generation.

• Monitor and evaluate performance, providing actionable recommendations.

• Document activities and update funnel opportunities and risks in the SFDC CRM system.

• Deliver revenue forecasts and engage in the annual AOP process.

• Build and maintain strong relationships with customers and local key opinion leaders.

• Serve as the primary commercial point of contact to manage and nurture distributor relationships.

• Ensure that distributor activities are in alignment with commercial strategy, contractual obligations, Thermo Fisher policies, and compliance requirements.

⛳️ Requirements

• Proven experience in a sales role within the In Vitro Diagnostic (IVD), medical device, or healthcare sector.

• Exceptional communication, sales, influencing, and negotiation abilities.

• Capable of fostering positive relationships with customers and key opinion leaders across all levels.

• Results-driven and goal-oriented.

• Strong interpersonal skills.

• Ability to synthesize information to gain support for resources and facilitate change.

• In-depth understanding of the key market drivers and dynamics within the Finland and Baltic healthcare markets, including direct and distributor-led business approaches.

• Experience in managing distributors, channel partners, or indirect sales markets, ideally across multiple countries.

• Excellent public speaking and presentation skills.

• Willingness to travel as necessary to customer and distributor locations, as well as domestic and international conferences/workshops.

• At least 5 years of proven success and experience in IVD sales.

• Preferred scientific or medical qualifications: Master's degree or equivalent in Science (Biology, Clinical Biology, Immunology).

• Valid driving license.

• Proficient in spoken Finnish.

• Excellent written and verbal communication skills in English.

🏝️ Benefits

• Fully remote work arrangement.

• Standard Monday–Friday work schedule.