Director Corporate Accounts, Healthcare – GPO Segment

at  Thermo Fisher Scientific

JOB DESCRIPTION

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 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 efficiency in their laboratories, we are here to support them. Our team of more than 100,000 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, Patheon and PPD. For more information, please visit www.thermofisher.com.

POSITION SUMMARY

This person will lead all aspects of contract strategy development, RFP response, contract negotiation, performance, field activities, and establishment of strong customer executive relationships.
This position requires leading without authority, ability to successfully function in a fast paced environment, be a self-starter and strategic problem solver with validated ability to effectively communicate and lead against business goals. This individual must maintain an outstanding understanding of evolving market and competitive landscape.

EDUCATION AND EXPERIENCE

• B.S. in biological sciences, chemistry, business administration, accounting, or law.
• 10+ years of large account management experience in the field of healthcare with a preference for clinical laboratory, capital equipment, and devices. Marketing experience is a plus.
• Validated consistent track record of success, including national contracting, executive relationship management, and achievement of business goals.
• Experience selling into diagnostic labs and healthcare distribution.

KNOWLEDGE, SKILLS, ABILITIES

• Looking for a motivated and strategic individual with consistent record to anticipate problems, prioritize, analyze relevant factors and develop action plans. Ability to search for improvement opportunities and apply new creative solutions.
• Strong executive presence, communication, and presentation skills; able to effectively influence individuals from all fields and levels of the organization.
• Outstanding business, financial, and legal competence with a shown ability to develop and implement effective strategies that lead to achievement of defined objectives.
• Ability to independently work in a fast-paced environment and balance multiple opposing priorities within a highly matrixed setting.
• Demonstrate a broad comprehension of customer needs, market trends, industry challenges, major players, and relevant products and technologies.
• 60% travel requirement.

• Responsible for a contracted portfolio of $225,000,000+.
• Establishes an impactful contracting strategy that supports company goals. Owns proposal readiness via division alignment of all aspects including but not limited to business terms and financials.
• Evaluates new GPO contracting opportunities that brings to bear Thermo Fisher’s product portfolio and solutions with detailed recommendations supported by sound business and financial justification.
• Gains critical knowledge of customer composition, member dynamics, key decision-makers, and contracting cycles to ensure an accurate strategy that gains a strong Thermo Fisher position.
• Supports contract compliance, measures outcomes against anticipated benefits, and adapts the strategy to drive at or above performance results.
• Lead customer and company business reviews to ensure ongoing alignment.
• Establish and maintain relationships with key channel partners/suppliers to improve portfolio leverage.