Job Description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Reporting to the Director for Strategic Accounts across Europe, the Industry Director Core Strategic accounts (Academia & Industry) is a Senior role within our Sales organisation responsible for driving relationship management and profitable growth with Key customers across Europe. The incumbent will be expected to develop a growth strategy for the named accounts, aligning internal resources to support the objectives and building high level relationships to achieve mutual success with our customers.

Your responsibilities:

• Responsible for account development activities including account strategy creation, execution and management for Strategic European customers.
• Achieve or exceed sales and margin/profit targets for allocated accounts by driving delivery of share of wallet, new business opportunities and portfolio expansion.
• Tasked with communicating the value of programs and services provided to customers, coordinating internal resources, managing prices and profitability, strategizing RFPs, and delivering key initiatives to drive growth.
• Own the RFP or contract renewal strategy, internal proforma process, and customer presentation. Responsibilities may involve presenting to the VP of Sales and the President of Sales for Europe.
• Effectively connect with field sales teams to ensure tactical execution of account sales plan.
• Develop and manage relationships at senior levels in both Customer organisations as well as within Thermo Fisher Scientific and with our Supplier partners.
• Manage multiple Core (Academia & Industry) key customers including business development customers as well.
• Coordinate with Sales, Segment-Marketing and Finance to support account specific initiatives and contribute to the business forecasting and planning process.
• Keep up to date with business and competitor insights, sharing with the wider team where applicable.

Minimum Requirements/Qualifications:

• A degree level education is important with preference given where degree subject has a relevance to our lab supplies business.
• Experience working at a senior level with Academia, Industry, Pharma or similar companies.
• Proven performance in a sales setting, a focus on business operations, and a deep comprehension of the key account management position.
• Strong grasp of the present market landscape for the distribution of laboratory equipment, consumables, and chemicals.
• Proven strategic selling, financial analysis, negotiation, and project management skills
• Excellent communication and presentation skills. Ability to deliver a comprehensive value proposition to meet customer needs which includes all relative components of the company’s capabilities.
• Demonstrated ability to maintain and grow senior level customer relationships across multiple areas like Sourcing, Production, Research, Quality Control
• Proficient in leading projects, timelines, and collaborating with others.
• Knowledge of Microsoft Office and Salesforce.com desirable
• Professional proficiency in English and other European languages is an advantage.
• Extensive travel within the region (70% of time as an indicator)