Focus Account Manager EMEA (m/f/d)

at  Thermo Fisher Scientific

The Focus Account Manager (KAM) EMEA is responsible for selling the LPE or LE portfolio to a defined number of Focus accounts. The Focus accounts will be selected based on their current revenue profile as well as future growth opportunity. The Focus Accounts are split into two categories;

• Share of Wallet accounts whereby we have strong existing business and opportunity to growth this base and
• Business Development Accounts where we have a small amount of existing business and strong potential for revenue growth

The KAM will be required to build key relationships at multiple levels within their defined Focus accounts, present our value proposition & accelerate growth. They are responsible for defining the growth strategy for those accounts which includes maintaining the existing business while focussing on growth by selling our full portfolio of either LPE or LE products.

• Increase sales volumes of assigned accounts to ensure achievement of defined sales goals
• Uncover the customers goals and objectives and demonstrate our value proposition that enable customers to meet those goals.
• Robust business plans to be developed for the accounts
• Leverage our existing Corporate contracts to drive additional LPE or LE revenue in the account
• Increase network of stakeholders within the Focus accounts
• Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, and industry events
• Conduct regular growth-oriented business reviews with each assigned Focus account
• Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing; lead Large Deal Approval process to justify business proposal
• Remove all obstacles to secure incremental revenue for Thermo Fisher Scientific
• Collaborate with relevant Field & TSS teams to ensure the full LPG portfolio is sold
• Provide and maintain a regular forecast to ensure the business has clear visibility of future demand of the Focus accounts
• Provide routine feedback regarding competitors, market trends and customer requirement