POSITION SUMMARY:

Reporting to the Director for Strategic Accounts across Europe, the Industry Director for BioPharma Strategic accounts is a Senior role within our Sales organisation responsible for driving relationship management and profitable growth with Key customers across Europe. The incumbent will be expected to develop a growth strategy for the named accounts, aligning internal resources to support the objectives and building high level relationships to achieve mutual success with our customers.

MINIMUM REQUIREMENTS/QUALIFICATIONS:

• A degree level education is important with preference given where degree subject has a relevance to our lab supplies business.
• Experience working at a senior level with BioPharma or similar companies.
• Proven performance in a sales setting, a focus on business operations, and a deep comprehension of the key account management position.
• Strong grasp of the present market landscape for the distribution of laboratory equipment, consumables, and chemicals.
• Proven strategic selling, financial analysis, negotiation, and project management skills
• Excellent communication and presentation skills. Ability to deliver a comprehensive value proposition to meet customer needs which includes all relative components of the company’s capabilities.
• Proficient in leading projects, timelines, and collaborating with others.
• Knowledge of Microsoft Office and Salesforce.com desirable
• Professional proficiency in English and other European languages are an advantage.
• Extensive travel within the region (70% of time as an indicator)

• Responsible for account development activities including account strategy creation, execution and management for Strategic European customers.
• Achieve or exceed sales and margin/profit targets for allocated accounts by driving delivery of share of wallet, new business opportunities and portfolio expansion.
• Tasked with communicating the value of programs and services provided to customers, coordinating internal resources, managing prices and profitability, strategizing RFPs, and delivering key initiatives to drive growth.
• Own the RFP or contract renewal strategy, internal proforma process, and customer presentation. Responsibilities may involve presenting to the VP of Sales and the President of Sales for Europe.
• Effectively connect with field sales teams to ensure tactical execution of account sales plan.
• Develop and manage relationships at senior levels in both Customer organisations as well as within Thermo Fisher Scientific and with our Supplier partners.
• Coordinate with Sales, Segment-Marketing and Finance to support account specific initiatives and contribute to the business forecasting and planning process.
• Keep up-to-date with business and competitor insights, sharing with the wider team where applicable.