Thermo Fisher Scientific Inc. New York , NY 10007
Job ID :
US - Massachusetts
When you join us at Thermo Fisher Scientific, you'll be part of a smart, driven team that shares your passion for exploration and discovery. With revenues of $22 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.
Job Title: Director, Strategic Accounts
The Director, Strategic Accounts owns the global relationship between assigned global strategic accounts and Thermo Fisher Scientific's Life Sciences Solutions Group (LSG). He/she will create the overall account strategy, and interface with the divisions to create the account strategy. He/she will develop relationships at the senior level (C-V-D level Titles), within accounts and LSG to plan and execute an account strategy designed to maximize capture of share of spend and partner at the highest levels with the customer via coordinated activities with other LSG sales teams and business units.
The Director, Strategic Accounts will position LSG's entire portfolio of products & services, as well as position LSG in the perspective of the whole Thermo Fisher Scientific Corporation in alignment with the Corporate Account Executives.
Remotely based in a Major East Coast US Market.
What will you do?
Create overall account strategy incorporating LSG divisions, field sales organizations and marketing goals and objectives to drive growth and improve market share in assigned accounts, identifying key areas of short-term and long-term growth.
Manage the interface between the account, LSG and its divisions. Conduct regular business updates to key stakeholders within client company and within Thermo Fisher and LSG.
Own the business objectives for the account strategy including umbrella financial objectives and compliance metrics.
Develop strong relationships with Account Executives, Sciences Key Opinion Leaders, Procurement, and other influential contacts in order to ensure mutually beneficial business results for LSG and the account.
Utilize knowledge of industry trends and LSG's portfolio of products and services to establish targeted customer solutions to maximize share of spend.
Ensure our organization structure and focus (direct and indirect) supports account strategy. Accountable for influencing internal divisional stakeholders to generate end customer value and, holding customer accountable to delivering upon their commitments to LSG.
Delivers upon assigned account revenue targets on a quarterly and annual basis.
Define Life Science research opportunities and initiatives such as R&D efforts, bundles and rebate structures.
Identify specific growth initiatives, gain customer buy-in, and drive local execution across all LSG sales teams.
Ensure a disciplined process to define, communicate, activate, execute, and performance manage strategic choices and initiatives that will drive achievement of goals.
Represent all customer sites for targeted accounts. Serve as representative for global initiatives serving as key LSG commercial point of contact for channel and global corporate account executives.
Provide commitments of expected bookings and sales revenue through the monthly MBR process, manage pre-established budget, and own reporting on a timely basis.
How will you get here?
A minimum Master's degree in a Life Sciences discipline.
Minimum 7 years of sales experience with a strong track record for sales achievement interacting with and influencing procurement, scientific, and C-suite customers.
A strong team player with proven ability to coordinate activities and influence actions across a team of resources not directly reporting.
Possess strong analytical capabilities in order to assess and understand profitability of customer relationships so as to effectively partner and negotiate.
Understanding of international business with strong financial/business acumen.
Strong project management skills. Analysis, planning, organization, execution and follow-up.
Experience of working in a global setting and working with different cultures.
Willingness and ability to travel overnight with NA and EMEA (up to 50%).
PhD in a Life Sciences discipline.
MBA or professional business education in addition highly desirable.
Previous experience with pharma accounts.
Matrix management and / or cross functional experience.
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