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Global Strategic Account Manager

Job Description

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science. Our mission is to enable our customers to make the world healthier, cleaner and safer. With revenues of $22+ billion, we have 65,000 employees and serve customers within pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as in environmental and process control industries. We create value for our key stakeholders through three premier brands, Thermo Scientific, Fisher Scientific and Unity Lab Services, which offer a unique combination of innovative technologies, convenient purchasing options and a single solution for laboratory operations management. Our products and services help our customers solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Visit www.themofisher.com.

The Chromatography and Mass Spectrometry Division (CMD) offers customers a complete range of high-end analytical instruments, consumables, software and services that support customers within the pharmaceutical, biotech, industrial, clinical, environmental and food safety market segments. CMD has approximately $2.3B+in revenue and 5,200+ employees across the Americas, Europe and Asia.

Position Summary:

The Global Strategic Account Manager is chartered to drive business growth across broad CMD’s product and solutions portfolio for specific Global accounts.

Within assigned Global accounts, critical functions of Global Account Manager are to:

  • Build the account strategy with a clear Vision, Strategy and Objectives and get alignment from various stakeholders like Global Sales VP, Regional Sales VP, Vertical Marketing and Corporate Account Managers and Business Unit Leaders
  • Own and Lead the global account strategy including relationship with the account leadership team, financial objectives and metrics, technical product evaluations, and management of key strategic projects
  • Manage key projects in order to demonstrate CMD products / solutions benefits and value to the customer
  • Understand the business strategy of the Global account with meeting / discussing it with the company leadership team
  • Propose new initiatives which will fulfill the account objectives
  • Build relationship with Key Technology leaders and Business unit leaders in order to understand their pain points and specific requests for improvements/savings/growth
  • Expand globally the funnel of sales opportunities, share of wallet and grow revenue
  • Lead regular meetings with local / regional sales reps, managers, application chemists
  • Escalate important issues in a systematic and orderly manner through established stakeholder channels
  • Map the account structure and organization (KTL, Global and Regional procurement) Document and present a quarterly account business review with major stakeholders
  • Consistently meet or exceed revenue growth targets, customer satisfaction and all other business metrics

 

Specialist Experience

 

  • Bachelor’s degree or equivalent experience; scientific discipline strongly preferred (chemistry or
  • biochemistry). MBA or professional business education highly desirable
  • 5 years minimum experience in sales and business development or senior commercial roles as a strategic account executive
  • Experience in pharmaceutical, biopharmaceutical or biotechnology
  • Leadership for discovering and initiating strategic projects with a large company
  • General management, matrix management and cross functional leadership experience
  • Proven track record of successful capture of increasing business from key account in private sector
  • Demonstrated ability to operate independently, with initiative, and good business judgment
  • Strong organizational and time management skills
  • Demonstrated experience managing complex, high-value accounts in a matrix environment
  • A strong team player with proven ability to coordinate activities and influence actions across a team of resources not directly reporting. Willing to take the initiative with people. Good listener. Empathic.
  • Strong negotiation and communication skills
  • Understanding of international business
  • Must be a fluent in English; other languages would be considered advantageous.
  • Willingness and ability to travel at least 30%

 

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.

 

 

Job Summary

Company
Thermo Fisher Scientific
City
Remote
Country
  • Italy
Industries
  • R&D/Science
Job Type
  • Full-time
Salary
  • Negotiable
Reference
GWP273261
Posted
03 April 2019
Applications Deadline
18 May 2019

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