Strategic Key Accounts Manager

Work Schedule

Environmental Conditions

Job Description

Job Title: Strategic Key Account Manager EMEA

Reports to: Senior Director Sales

Group/Division: LPG/Laboratory Chemicals Division (LCD)

Career Band: ` 8

Track: Professional

Location Europe

Mission:

The Strategic Key Account Manager LCD EMEA is part of Laboratory Products Group (LPG) which unites deep scientific expertise, a collaborative culture and operational excellence to deliver the Laboratory Chemicals that our customers need to achieve their scientific goals – quickly, reliably, and safely. Our catalogue and Custom & Bulk solutions make it faster and easier for our customers to focus on what matters most – delivering answers and innovations that save and improve lives.

This is a field-based position based anywhere in Europe.

Position summary:

This role drives the sales strategy for Laboratory Analytical Reagents (LAR) and Fine Chemical Products (FCP) portfolio to a defined number of Key accounts in EMEA. The Key accounts will be selected based on their current revenue profile as well as future growth opportunity. These are split into two categories.

• Share of Wallet accounts whereby we have either strong existing business base to build upon or a new contract to implement 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 accounts, present our value proposition & accelerate growth. Responsible for defining the growth strategy for those accounts this role will maintain the existing business while focussing on growth by selling our full portfolio of either LAR or C&B products.

Responsibilities:

• Increase sales volumes of assigned accounts to ensure achievement of defined sales goals.
• Drives needs and opportunity assessments across their account base.
• 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.
• Use our existing corporate contracts to drive additional LCD revenue in the account.
• Increase network of promoters 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 dynamic business reviews with each assigned Key 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 explain business proposal.
• Remove all obstacles to secure incremental revenue for Thermo Fisher Scientific
• Collaborate with relevant Field teams to ensure the full LCD portfolio is sold.
• Provide and maintain a regular forecast to ensure the business has clear visibility of future demand of the Focus accounts.
• Remain alert to evolving product requirements, analyse trends and sales practices, and help develop contingency plans to offset programs from competition.
• Remain aware of local market conditions, industry trends, user preferences and report these to the business with any recommended action.
• Provide routine feedback on customer and market requirements to support product development.
• Complete after sale follow up with the customer to ensure happiness with our performance.

Qualifications:

• BSc degree with studies in chemistry, business, or another related field preferred.
• Sales experience working with large accounts preferred.
• Ability to work at many levels within an organisation from the C-suite to the manufacturing team.
• Strong organisational and leadership skills
• Shown success in building collaborative relationships within an organisation.
• Strong analytical skills and the ability to draw conclusions and observations from Market trends.
• Strong presentation and social skills
• Ability to use Microsoft office and CRM software.
• Willingness to travel within Europe when required.

Non-Negotiable Hiring Criteria:

• Assertive and influential, capable in building compelling arguments and gain agreement from key individuals, internally and externally.
• Strong customer advocate, who seeks to understand customer needs and efficiently address needs; gains personal happiness from customer success.
• Relationship architect; able to build a strong network of influential supporters.
• Independent and self-motivated; able to independently structure productive activities to reach an end goal.
• Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach
• Focused, with shown work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishment.
• Strong leadership and matrix management skills; derives genuine satisfaction from being an effective mentor.
• Entrepreneurial with strong commercial competence; able to understand impact of negotiation points on a business engagement.
• Proven ability to work productively in a complex business environment towards goal achievement.
• Bias for learning and continual improvement; desire to have up to date information and pursue standard processes.
• Effective interpersonal skills and confident executive presence
• Able to build customer insight as a valued leader with vision, building value in all interactions.
• Strong strategic business planning skills, including prioritisation.

The above statements are intended to describe the general nature and level of the work being performed by people assigned to this job. They are not a comprehensive list of all the duties and responsibilities associated with it.