Senior Key Account Manager

Work Schedule

Environmental Conditions

Job Description

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving sophisticated analytical challenges, improving patient diagnostics and therapies or increasing efficiency in their laboratories, we are here to support them. Our team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.

Group/Division Summary: For 100 years, we have been dedicated to serving microbiologists in their pursuit of discovery. From antibiotic resistance monitoring, to safeguarding the integrity of the global food supply chain, our tools have aided microbiology leaders in their crucial work since 1924. Today, Thermo Scientific™, Oxoid™, Remel™ and other microbiology products are part of the Thermo Fisher Scientific Speciality Diagnostics portfolio. Our products, known for their meticulous quality standards, support the Thermo Fisher Mission: To enable our customers to make the world healthier, cleaner and safer.

Job Description

The Key Account Manager (KAM) for Thermo Fisher’s Microbiology Division is responsible for developing and managing account relationships with our most strategic customers. This includes but is not limited to development of deep customer knowledge and understanding of partnership elements, defining strategic growth opportunities for deployment at corporate and facility levels, and driving operational excellence through strong communication, customer support, contract negotiation and ongoing account management. The KAM shall lead internal cross functional teams to implement and accomplish goals and commitments made to the strategic customers and communicate status of these regularly. This role is considered a key member of the Thermo Fisher SDG Account Management Team and must have the vision, drive, and interpersonal skills to succeed in a fast paced, transformational environment. This candidate will be an account management professional operating with a sense of ownership and an ability to lead without authority.

Key Responsibilities:

• Develops a trusted advisor relationship with key customer partners and internal Thermo Fisher partners to build and maintain long-term relationships with portfolio of assigned accounts, consistent with MBD’s long-term strategic account strategy. Responsible for developing strong account relationships at an executive level for the purpose of growing sales of branded products.
• Maintains and constantly enhances technical knowledge on Microbiology product lines while consistently staying abreast of and communicating customer insights, market trends, and competitive actions.
• Evaluates and expands sales in assigned accounts by introducing MBD solutions for effective microbiology workflow and quality operations.
• Develops a business plan for each assigned account; monitors and reports progress monthly and develops and implements tactics to exceed sales and margin goals. Monitors business progress and advises MBD US management of results. Takes corrective action when needed to ensure that goals are met.
• Provides timely and accurate demand forecasting, anticipating changes based on understanding of customer needs.
• Develops and delivers executive level sales presentations and conducts business reviews with clearly defined action plans to drive mutual accountability with the customer.
• Works with Supply Chain, Operations and Customer Service in developing the most effective distribution and inventory management system and procedures to service key accounts.
• Negotiates pricing and contract terms with customers, acting upon final approval from the Director of Key Account Management and in concert with Finance and Contracting.
• Provides the primary executive interface between the division, Corporate Accounts, channel partners and assigned customers. Monitors changes in all account sales and service levels.
• Responsible for gaining new contracts and driving all associated activity to implement the strategy related to those contracts, influencing others without authority.
• Recommends and coordinates activities of field and virtual sales personnel through Director of Key Account Management, Senior Director of Sales, Regional Business Managers, and internal associates in the execution of tactical plans for each assigned account.
• Deploys keen negotiation skills to close business that results in selling value-added products and services to customers and provides profitable sales growth for the U.S. Microbiology business.

In addition, other duties may be assigned as the need arises.

Keys to Success:

Education

• Bachelor’s degree in Science, Business, Marketing and/or related field. MBA preferred.

Experience

• A minimum of seven years’ proven track record of success in Sales and a minimum of five years’ experience in National/Corporate Accounts.
• Proven track record in leading laterally and influencing without authority to accomplish business initiatives on behalf of our customers
• Excellent written and verbal communication skills
• Proven success in managing large accounts and segments of business.
• Strong track record of building relationships internally and effectively using company resources to achieve objectives
• Able to make decisions independently that benefit the company.
• High level of intensity, enthusiasm, and professionalism.
• Strong passion for the responsibility of the position and the contribution to the overall business

Knowledge, Skills, Abilities

• Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Power BI, SFDC, etc.)
• Strong executive presence and high degree of self-awareness
• Excellent relationship building and persuasion skills with the ability to motivate and influence others.
• Ability to quickly evaluate situations and take direct appropriate actions to resolve issues.
• Well-founded and practiced formal problem-solving skills.
• Detail oriented and assertive self-starter who can operate effectively in a constantly changing environment
• Effective leadership skills
• Sound business acumen and analytical skills
• Strong growth mindset and strategic prowess
• Well-developed verbal and written communication capabilities to prepare and deliver customer and internal communication as well as presentations to a variety of audiences.
• Solid organizational skills, with experience drafting and negotiating various types of contracts.

Ability to travel 75% of time

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. We offer employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an inspiring company culture that stands for integrity, intensity, involvement, and innovation!