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Global Industry Director

Job Description

The Global Industry Director is the lead responsible for relationship and account management strategy at assigned global customers. The Director is responsible for all account development activities including account strategy development, execution and management, ongoing communication of value proposition and value-added programs and services, resource coordination, price management, oversight of RFP responses, and achievement of forecasted revenue and profit. Manages multiple segment-specific customers in multi-geographic regions.


Key Responsibilities:

  • Global lead for allocated accounts, including giving direction via account management team meetings and customer business reviews inclusive of Europe and North America business.
  • Leverage the value proposition and operating structure in both NA and Europe as well as collaborate as needed with APAC and other emerging regions.
  • Build and leverage connections with Corporate Account team and RSD Sr. Leadership
  • Responsible for overall relationship (including senior level relationship coordination) and overall account management at assigned global customers.
  • Achieve or exceed sales and margin/profit targets for allocated accounts by driving delivery of share of wallet, new business opportunities and portfolio development.
  • Responsible for all account development activities including account strategy development, execution and management.
  • Responsible for communication of value proposition and value-added programs and services; resource coordination; price and profitability management.
  • Lead the RFP or contract renewal strategy, internal proforma process, and customer presentation. This may include presentations to the company leadership.
  • Effectively communicate with field sales teams ensuring tactical execution of account plan.
  • Develop and maintain relationships at senior levels in customers, RSD, Thermo Fisher and suppliers.
  • Coordinate with Sales, Segment-Marketing and Finance to support account specific initiatives and contribute to the business forecasting and planning process.
  • Support account activity with robust business planning process.
  • Monitor customer satisfaction (CAS) and develops strategies to improve.
  • Conduct business reviews with customers.
  • Drive market share improvement and identify standard marketing programs/promotions relevant to customers.
  • Evaluate customer performance of contract compliance and develop and drive any mitigating actions needed.


Specialist Experience


Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.


  • Bachelor’s degree; MBA preferred or equivalent work experience.
  • 10+ years of relevant work experience; strong background in science and the specific industry segment.
  • Demonstrated ability to maintain and grow senior level customer relationships across multiple areas like Sourcing, Production, Research, Materials Management.
  • Strong financial analysis, negotiation, and project management skills.
  • Strong leadership skills in a matrix environment.
  • Proven sales record.
  • Knowledge of Word, Excel, and PowerPoint a must; contact management software a plus.


Job Summary

Thermo Fisher Scientific
  • Austria
  • R&D/Science
Job Type
  • Full-time
  • Negotiable
14 November 2018
Applications Deadline
29 December 2018

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