Director Strategic Accounts

at  Thermo Fisher Scientific

KEY REQUIREMENTS

• Builds the overall strategy and incorporating division level goals and objectives. This is collected in the Account Growth Plan.
• Becomes a guide in the partner’s pipeline and portfolio to proactively resolve cross divisional commercial strategies.
• Develops relationships at senior levels within select accounts to advance Thermo Fisher’s access and opportunities. Establishes relationships with R&D, clinical operations and commercial leaders at partner organizations, enabling identification, development of support of new or expanded opportunities.
• Builds account leverage across the breadth of the portfolio.
• Leads the business objectives for the segment strategy including umbrella financial objectives, governance and customer and compliance metrics.
• Develops and aligns contract structure, handles pull through contracts with partner organizations. Leads contractual negotiations and full sale process for assigned accounts.
• Defines opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in share of spend with Thermo Fisher.
• Anticipate and regularly consider challenge points and opportunities for further customer penetration and/or customer experience; share findings with key partners.
• Gathers information, analyzes, and develops commercial strategies with customer dynamics and focus; ability to adjust strategies based on Strategic Business Intelligence data, new customer affiliations, market conditions and new areas of focus.
• Partners closely with Strategic Accounts Relationship Manager to ensure proper governance and harmonized customer experience across Pharma Services.
• Understands the key operating cycles and imperatives of the client: Budget cycle, strategic sourcing priorities and business processes.
• Applies customer relationship management system and reporting tools to accurately forecast (group-level sales number), communicate and update on sales objectives.

MINIMUM REQUIREMENTS/QUALIFICATIONS:

• A minimum B.Sc. degree required, strongly preferred in a scientific team (chemistry, biochemistry, or chemical engineering) or business-related field.
• MBA or professional business education highly preferred.
• Previous sales, deal design and key account or relationship management experience.
• Strong analytical skills including financial competence.
• Consistent record of successfully gathering business from key/large accounts.
• Success engaging successfully with senior leaders both internal and external to the company.

Please refer the Job description for details