DESCRIPTION
Thermo Fisher Scientific’s Microbiology Division (MBD) is seeking a highly motivated Account Manager to manage and grow a large, diverse territory covering the North West, Midlands, and Wales.
This role is responsible for the sale of Microbiology products, with a particular focus on culture media and Antimicrobial Susceptibility Testing (AST) solutions, into NHS laboratories, private diagnostic laboratories, and veterinary practices.
The Account Manager will be accountable for retaining and growing existing customer relationships, while also actively identifying and converting new business opportunities 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, 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
1. Manage and grow a defined sales territory across the North West, Midlands, and Wales
2. Develop strong, long-term relationships with NHS, private laboratory, and veterinary customers
3. Drive revenue growth through a balance of account management and new business development
4. Identify, qualify, and convert new opportunities within existing and prospective accounts
5. Lead and manage tender submissions, including pricing, documentation, and stakeholder engagement
6. Understand customer workflows and challenges to position culture media and AST solutions effectively
7. Deliver product presentations and technical discussions with laboratory professionals
8. Develop and execute territory and account plans aligned to business objectives
9. Accurately manage pipeline, forecasting, and customer activity using CRM tools (Salesforce)
10. Work closely with internal teams including technical specialists, marketing, and customer support
11. Represent Thermo Fisher Scientific professionally and consistently in all customer interactions
REQUIREMENTS
Essential:
12. Bachelor’s degree (or higher) in a scientific discipline ( Life Sciences, Biomedical Science, Microbiology, Chemistry, or similar)
13. Strong interest in a technical, customer-facing commercial role
14. High levels of motivation, drive, and energy, with a proactive approach to achieving targets
15. Excellent interpersonal and relationship-building skills
16. Strong problem-solving ability and commercial curiosity
17. Ability to work independently across a large geographical territory
18. Willingness and ability to travel extensively within the region
19. Full UK driving licence
Desirable:
20. Previous sales or commercial experience, particularly in laboratory, diagnostics, or healthcare environments
21. Experience with or exposure to NHS or public sector tendering
22. Knowledge of Microbiology workflows, culture media, or AST (or the ability to learn quickly)
23. Experience using CRM systems (Salesforce preferred)
PERSONAL ATTRIBUTES
24. Self-motivated, resilient, and results-driven
25. Confident communicator with the ability to engage a wide range of stakeholders
26. Strong organisational and territory management skills
27. Comfortable balancing multiple priorities and long sales cycles
28. Collaborative team player who thrives in a matrix organisation
TRAVEL
29. This is a field-based role with regular travel across the territory (expected up to 80%)