Sr Key Accounts Manager

The Key Account Manager (KAM) is part of the commercial sales organization supporting the Microbiology Division- Pharma Sales portfolio which provides Pharma/Biotech customers with testing solutions across workflows.

This position will build relationships with key Pharma/ Biotech customers and channel partners. Report to the National Business Manager-Pharma.

Location/Division Specific Information:

• Remote position and can be based anywhere in the United States supporting the Microbiology Division/MBD
• You will contribute to enabling our customers to make the world a safer place through the MBD portfolio. You will build and maintain customer relations with strategic accounts that typically involve multi-site national; responsible to identify, develop and closes new sales opportunities. Achieve revenue targets by growing revenue spend per account. Conducts regular business reviews with customers to ensure expectations are being achieved and continuous opportunity development. Partner with Account Managers on the Pharma/Biotech team on account strategy.

What you will do:

• Maintain and develop strategic relationships, enhancing corporate relationship and business with national accounts to advance MBD access and opportunities.
• Align specific proposals and offerings to company objectives by working with Leadership, Marketing, and local Account Managers.
• Develop and coordinate resources (Channel) to provide comprehensive solutions to drive growth.
• Conduct regular business reviews and business updates to key partners within MBD and Channel.
• Owns Strategic Relationships to identify new business opportunities and supports geographic account activities.
• Implement preferred provider relationships and strategic partnerships to demonstrate the MBD and Thermo product portfolio.
• Development of opportunities to meet revenue commitments
• Key Account Management Planning – Conduct analysis of industry trends and customer applications to assess the potential demands that clients may have within Pharma/Biotech space. Develop short / medium- and long-term strategies that result in improving the opportunities to increase the sales pipeline.
• Key Account Management – Introduce and ensure client understanding of MBD and Thermo Fisher Scientific value proposition
• Commercial Process Management – lead contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations
• Reporting – provide account status reports as the need arises– integrate Sales Force.com as part of daily work to ensure accurate reporting.
• Continuous improvement – find opportunities for standardized work, and improvement of quality and service with customer base. Formulate and implement action plans for continuous improvement

 Education:

• Bachelor’s Degree required- Science or Business Degree

Experience:

• 5 plus years of demonstrated success in sales
• Experience with leading a sophisticated sales process including experience selling across multiple departments and multiple partners.
• Proven ability to work effectively with Channel partners
• Effective negotiation skills
• Solution Selling (or comparable) desirable

Knowledge, Skills, Abilities:

• Excellent interpersonal, collaborative and communications skills
• Analytical approach to sales management; proven competence to forecast and to planning to achieve revenue goals
• Set and achieve goals, handle time, tasks, and risks, meet deadlines
• High energy level with the ability to take initiative
• Based in North America with ability to travel 50%+ of time

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $25 billion. Our Mission is to enable our customers to make the world healthier, cleaner, and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies, or increasing productivity in their laboratories, we are here to support them. Our global team of more than 75,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services and Patheon