Key Account Manager
Vor 3 Tagen
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $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 complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global 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.
**Location/Division Specific Information**
You will contribute to enabling our customers to make the world a safer place through the MBD portfolio. You will build and maintain customer relations with strategic accounts that typically involve multi-site national; responsible to identify, developing and closing new sales opportunities. Achieve revenue targets by growing revenue spend per account. Conducts regular business reviews with customers to ensure expectations are being achieved and continuous opportunity development. Partner with Account Managers on the Pharma/Biotech team on account strategy.
**Discover Impactful Work**:
The Key Account Manager (KAM) (M/F/d) is part of the commercial sales organisation supporting the Microbiology Division (MBD) - Pharma Sales portfolio which provides Pharma/Biotech customers with testing solutions across workflows. This position will build relationships with key Pharma/ Biotech customers and channel partners. Report to the Sr EU Manager Pharma.
**A day in the Life**:
- Maintain and develop strategic relationships, enhancing corporate relationships and business with national accounts to advance MBD access and opportunities.
- Business Development of new customers within the defined area or supporting the channel to promote and sell MBD products to the targeted prospects
- Align specific proposals and offerings to company objectives by working with Leadership, Marketing, and local Channel Account Managers (Wholesale).
- Develop and coordinate resources (Channel) to provide comprehensive solutions to drive growth.
- Conduct regular business reviews and business updates to key partners within MBD and Channel.
- Owns Strategic Relationships to identify new business opportunities and supports geographic account activities.
- Implement preferred provider relationships and strategic partnerships to demonstrate the MBD and Thermo product portfolio.
- Development of opportunities to meet revenue commitments
- and long-term strategies that result in improving the opportunities to increase the sales pipeline.
- Key Account Management - Introduce and ensure client understanding of MBD and Thermo Fisher Scientific value proposition
- Commercial Process Management - lead contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements/ pricing agreements. Responsible for the resolution of commercial issues/ negotiations
- Reporting - provide account status reports as the need arises
- Continuous improvement - find opportunities for standardized work and improvement of quality and service with customer base. Formulate and implement action plans for continuous improvement
- To lead or implement other activities as required by the company
**Keys to Success**:
Education
- Bachelor’s Degree in Science or Business required
Experience
- 5 plus years of demonstrated success in sales (selling to Pharma desirable)
- Experience with leading a sophisticated sales process including experience selling across multiple departments, levels and multiple partners.
- Proven track record to work effectively with Channel partners
- Understanding of Workflow management to discover opportunities and meet customer needs
- Effective negotiation skills
- Solution Selling, Millier Heiman Account planning (or comparable) training desirable
Knowledge, Skills, Abilities
- Excellent interpersonal, collaborative and communications skills
- Analytical approach to sales management; proven competence in forecasting and planning to achieve revenue goals
- Set and achieve goals, handle time, tasks, and risks, meet targets
- High energy level, willing to take initiative
- Based in defined sales area with the ability to travel 50%+ of time
**What we offer**:
- Employment with an innovative, future-oriented organisation
- Outstanding career and development prospects
- Company pension scheme and other fringe benefits
- Exciting company culture which stands for integrity, intensity, involvement and innovation
At Thermo Fisher Scientific, each one of our 100,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our custome
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