Strategic Accounts Director - Academia & Industry

at  Thermo Fisher Scientific

REQUIREMENTS/QUALIFICATIONS:

• Bachelor’s degree in preferably in a relevant science; equivalent experience will be considered. MBA preferred.
• 10+ years of senior leadership experience in a complex, dynamic, commercial environment operating across the full EMEA region.
• Proven track record of successfully implementing sales strategy development and driving revenue growth within Academia / industry
• Leading, recruiting, and developing sales teams to build high-performance capability and competence.
• Proficient in analysing market dynamics and developing strategic, actionable insights.
• Skilled in building and sustaining professional relationships through excellent communication.
• Motivated and goal-oriented, with a strong drive to excel and achieve outstanding outcomes.
• Travel: 60% both Domestic and International.

THE STRATEGIC ACCOUNTS DIRECTOR WILL LEAD A TEAM, DRIVING GROWTH IN KEY ACCOUNTS AND BUSINESS DEVELOPMENT TARGETS FOR RSD EUROPE IN SPECIFIC MARKET SEGMENTS. THEY WILL DEVELOP A TEAM OF 10-12, SET GOALS, AND EVALUATE PERFORMANCE TO MEET OBJECTIVES. THE ROLE INVOLVES COLLABORATING WITH LOCAL AND REGIONAL TEAMS TO ACHIEVE DIVISIONAL AND GROUP GOALS.

Position Location: UK, Ireland, Netherland, Belgium, Spain, France, Italy, Germany, Denmark, Sweden, Portugal

KEY RESPONSIBILITIES:

In conjunction with Sr Sales Director, EMEA, set the strategy and targets for new business opportunities, share of wallet expansion, and portfolio development in the allocated segments.

• Achieve revenue, growth, and share gain targets through sales and marketing partnership and execution.
• Drive the team’s activities by setting goals, developing, and evaluating activity and sales metrics to achieve growth objectives & overall segment strategy.
• Develop and implement a strategy that leads to increased customer value creation and market share gain within the designated segments.
• Support with account strategy development, ensuring focus on overall value proposition.
• Cultivate positive relationships with key customers at the highest levels within the segment; establish target lists for business development and track progress towards attaining revenue and business development targets for the team.
• Coordinate with pricing on market dynamics affecting pricing strategy for large customers in the segment; evaluate margin and profitability of team’s customer base and provide recommendations.
• Evaluate skill level in relation to customer performance and executive sales processes; improve sales proficiency; provide mentorship and support to ensure their strategic involvement with their account base.
• Ensure the team are coordinating with field sales team to ensure tactical execution at the program accounts, driving profitable sales growth and various sales initiatives.
• Present monthly to senior management business and financial updates of the segment and program customers, including customer and market trends.
• Balance the need to achieve current business goals with planning and investment for future growth.