Account Manager – Immunology

• Develop and execute strategic territory account plans across allergy and autoimmunity portfolios
• Achieve sales, revenue, margin, and activity targets
• Manage the sales pipeline from prospecting through closure, focusing on retention, expansion, growth, and value-add
• Manage Finland and Baltic distributor markets through strategic and tactical sales business plans
• Influence decision-makers in primary care, secondary care, and laboratories to develop patient pathways and increase access to diagnostics
• Promote Thermo Fisher’s allergy and autoimmune diagnostic test portfolio to clinicians and channel partners
• Understand healthcare systems, patient pathways, therapy areas, and laboratory processes in target accounts
• Collaborate with internal stakeholders to increase patients tested, test volume, and revenue
• Monitor and review performance and make recommendations
• Report activities and update funnel opportunities and risks in SFDC CRM
• Provide revenue forecasts and participate in the annual AOP process
• Establish and maintain relationships with customers and local key opinion leaders
• Manage and develop distributor relationships as the primary commercial point of contact
• Ensure distributor activities align with commercial strategy, contractual obligations, Thermo Fisher policies, and compliance requirements

• Experience in a sales position in the In Vitro Diagnostic (IVD), medical device, or healthcare market
• Excellent communication, sales, influencing, and negotiation skills
• Ability to develop positive relationships with customers and key opinion leaders at all levels
• Results-oriented
• Strong interpersonal skills
• Ability to assimilate information to garner support for resources and change
• Understanding of key market drivers and dynamics of the Finland and Baltic healthcare markets, including direct and distributor-led business models
• Experience managing distributors, channel partners, or indirect sales markets, preferably across multiple countries
• Excellent presentation skills
• Willingness to travel as needed to customer and distributor locations and domestic and international conferences/workshops
• Minimum 5 years of demonstrated success and experience in IVD sales
• Preferred scientific or medical background: Master's or equivalent in Science (Biology, Clinical Biology, Immunology)
• Clean driving licence
• Proficient spoken Finnish
• Excellent written and verbal English

• Fully remote work arrangement
• Standard Monday–Friday work schedule