Job Information
ThermoFisher Scientific Sr Strategic Key Accounts Manager in Frederick, Maryland
Job Description
Job Description
When you’re part of Thermo Fisher Scientific, you’ll do challenging work, and join a team that values performance, quality and innovation. As part of a successful, growing global organization you will be encouraged to perform at your best. With revenues of more than $40 billion and the largest investment in R&D in the industry, we give our people the resources and chances to create significant contributions to the world.
The job:
As our new Sr Strategic Key Accounts Manager you will be responsible for developing the existing strategic key account relationships, leading the entire portfolio under contract as well as driving revenue growth targets by negotiating potential new business with our key accounts.
Sr Strategic Key Accounts Manager will drive revenue growth targets for our entire Clinical Diagnostics b-2-b portfolio, broadening the book of business through development of the partnerships, and selling existing and new products/services. You will analyze market data to identify trends/opportunities, develop strategic direction from the market information.
To be successful in this role you will need to be strategic but also a “hands on” account management professional operating with a sense of ownership and accountability for annual commitments. This role is considered a key member of the Clinical Diagnostics Services team and must have the vision, drive, and interpersonal skills to succeed in a rapid growth environment.
This is a field-based role with a global remit. Fairly regular international travel will be required – up to 30% per annum, including overnight stays. When not travelling, you will be able to work from home. Candidates can be based anywhere in US EST, providing you live close to an international airport.
We look forward to receiving your application in English .
What will you do?
Facilitate the management and development of key business relationships with top IVD companies and implement strategic account plans.
Identify new business through lead generation, qualification and own the negotiation process to close new account business, ensuring effective implementation of business opportunities, including pricing and volume
Drive portfolio management with partners, develop statements of work including verifying congruence vs contractual obligations and commitments.
Schedule and coordinate business reviews quarterly, supervise established performance metrics and scorecard reports with key accounts.
Evaluate customer requests and maintain high service levels with timely responses to technical question, issues, and support in conjunction with the respective business units
Lead the preparation and delivery of capability/business presentations. Serve as the link into internal cross functional teams (Clinical Diagnostics Division Business Units).
Analyze market trends, customer requirements, and competitive strategy, and find opportunities for growing through product positioning and differentiation
Take part in Commercial Operating mechanisms to supervise progress towards meeting sales goals and perform monthly sales pipeline reviews
Who we are looking for:
Bachelors Degree in Scientific Field required
Strong commercial skills and proven experience in sales (business-to-business preferred) or key account management
8+ years of experience in the IVD or a related industry with a proven understanding of technical matters, product development processes, IVD regulatory frameworks, operations and supply chain
Contract negotiation skills gained through involvement in business-to-business relationships
Proven success in working in a global, matrixed-environment with the ability to lead and influence others without direct authority
Strong project management skills
Sound discernment to understand key performance indicators and their drivers, and assess opportunity attractiveness (return on investment)
Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Visio, Project, etc.)
Willingness to travel globally up to 30% per annum, including overnight stays
Fluent in English
Valid driving license
What’s in it for you:
Career development and progression possibilities offered by our global network
Our comprehensive training platform and programs
Competitive salary, plus sales bonus and car/car allowance
Full benefits package (specifics depend on country of hire)
About us:
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us (https://jobs.thermofisher.com/i/global/en/5-reasons-to-work-at-thermo-fisher-scientific) . As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.