Account Development Specialist

Work Schedule

Environmental Conditions

Job Description

Position Summary:
The Account Development Specialist (ADS) is responsible for re-engaging, developing, and growing a portfolio of existing but underpenetrated customer accounts through virtual selling channels. This role is focused on proactive prospecting, customer outreach, and business development to drive incremental revenue and strengthen customer relationships. The ADS works closely with Inside Sales Representatives (ISR) to deliver a seamless customer experience and accelerate growth across assigned accounts. In addition to supporting a shared territory in partnership with an Inside Sales Representative, the ADS also independently manages and grows a defined portion of the territory as their own book of business, with direct responsibility for customer engagement and revenue growth.
 

Key Responsibilities:
• Manage and grow a defined portfolio of low-frequency customer accounts

• Independently manage and develop an assigned portion of the territory, with direct responsibility for driving customer engagement, account growth, and incremental revenue

• Partner with ISR to support shared territory growth, coordinate account development activities, and drive expansion across aligned accounts

• Proactively prospect and engage customers via phone, email, videoconferencing, and other virtual tools to identify account potential and drive revenue growth

• Identify opportunities for account expansion and cross-selling based on customer profiles, purchase history, and business needs

• Maintain accurate documentation of customer activity, opportunities, and next steps in CRM

• Guide customers toward digital self-service tools and online purchasing where appropriate

• Partner with Inside Sales Representatives to transition reactivated or high-potential accounts for ongoing management

• Participate in regular coaching sessions and training to strengthen prospecting, virtual selling, and account development skills

REQUIREMENTS:
• Bachelor’s degree required, no prior experience required
• Preferred fields of study: Sciences, Biology, Chemistry, or related field
• Prior sales, lab experience, or business development experience is an asset
• Strong communication, prospecting, and virtual selling skills
• Proficiency in Salesforce (or similar CRM) and Microsoft Office Suite
• Ability to deliver excellent customer service
• Strong organizational, prioritization, and time management skills
• Collaborative team player with a customer-first mindset
• Demonstrated aptitude for learning technical and scientific concepts
• Ability to work both independently and collaboratively in a team environment
• Travel occasionally for customer meetings and training (10–20%)
• Demonstrates the Thermo Fisher values (The Four I’s): Integrity, Intensity, Innovation, and Involvement