Company Profile:

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $35 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 productivity in their laboratories, we are here to support them. Our global team of more than 90,000 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 and Patheon. For more information, please visit www.thermofisher.com

Job description:

The incumbent is responsible for the development and execution of the strategic plan to increase revenue from Key accounts of the business. He / She will be responsible for leading a team of sales representatives to define and execute the short- and long-term strategy of these accounts. The incumbent will be responsible to establish strong customer relationships to increase share of wallet and long term business engagement opportunities. He/she must possess a unique blend of business and technical savvy; a big-picture vision, and the drive to make that vision a reality. He/she must enjoy spending time in the market/field to understand the practical challenges and find innovative solutions to customer needs

Key Responsibilities:
 

• Meets assigned targets for profitable sales volume and strategic objectives in assigned key accounts across the breadth of Lab Solutions business lines
• Develop strategic relationships across the key account organization(s) and build deep understanding of customer business and workflows
• Coordinates the cross functional collaboration of internal teams such as customer support, supply chain, finance, service, and leadership in order to meet account performance objectives and customers’ expectations
• Increase awareness about Thermo Fisher scientific products within the users in the account
• Collaborate with the marketing team to drive MARCOM initiatives & brand awareness & activities like discovery days, roadshows, seminars etc
• Improve CAS scores to improve customer satisfaction
• Organize regular reviews with Key Accounts and related channels 
• Create account plans, product requirements sheet and build database/intelligence of key influencers, decision makers and end users
• Mapping of direct and indirect sales in the accounts through secondary sales data
• Lead a team of Key Account Managers and monitor their performance using internal MIS, sales productivity tools
• Build strategic relationships with key customers to enable long term revenue generation and business partnership
• Establish and implement sales team policies and procedures with regards to opportunity/sales funnel management, incentives, process and operations.
• Lead and inspire and exhibit role model behaviors for the sales team
• Develop and coach team members into effective business leaders.

Minimum Requirements/Qualifications: 

• Graduate in Science, with Qualifications in Management preferred
• Minimum 12+ years’ experience in sales and/or account management
• Team management experience will be preferred
• Ability to influence and work within a matrix organization
• Excellent communication skills
• Ability to travel at least 50%, to enable effective management of accounts spread across the country