Thermo Fisher Scientific Sr. Key Accounts Manager in Boston, Massachusetts
The Key Account Manager is responsible for the identification, assessment, and growth of new business within their assigned accounts which will be focused on Reference Labs. Representing the Clinical Sequencing Division of instruments, assays and services, this individual is accountable for creating, communicating, and mobilizing on a set of business objectives and strategies that markedly expand the business relationship at the account. In doing so, they will work in concert with other company executives and representatives, across businesses and functions, to achieve their goals.
Additionally, the role requires this individual to continuously expand their customer network of contacts and key influencers, at both the executive and management level, to ensure access to untapped areas and opportunities within the customers business.
Lastly, this role requires the individual to be a resourceful, self-starter able to navigate the complexities of a large corporation to accomplish their objectives.
The position is based remotely and will require frequent travel. Expected travel is approximately 50-70%.
What will you do?
Manage existing business and customer relationships while building a new business pipeline that enables a broader Next Generation Sequencing growth strategy.
Drive customer centric strategies that increase customer satisfaction, loyalty and advocacy for the purpose of accelerated business expansion.
Lead business case development and justification to determine the merits and prioritization (e.g. profitability, strategic fit/interest, capacity, and resource utilization) of business opportunities.
Lead complex projects and contracting initiatives that best facilitates the ongoing needs of the business relationship(s).
Coordinate activities across divisional sales and other functional teams such as Thermo Fisher Corporate Accounts to ensure tight alignment to goals and activities.
Prepare and deliver commercial, technical, clinical, operational and/or financial presentations in concert with other business colleagues.
Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities.
Engage and support initiatives (e.g. Practical Process Improvement) that increase customer delight and drive greater productivity.
How will you get here?
B.S. Degree in the Science, Engineering or Business required. MBA or advanced degree a plus.
5-10 years of relevant commercial experience with a minimum of 3 years in a Strategic account role or similar
Record of success engaging and selling at Executive /C-Suite level within corporate level accounts.
A History of delivering on sales goals
Experience with strategic account planning
A reputation for managing resources responsibly in a matrixed organization.
Knowledge, Skills, Abilities
Trained in large account strategy and planning
Sound financial & business acumen necessary to understand key elements of business attractiveness.
Demonstrated ability to develop contracting strategy and directly lead the negotiation of complex, multiyear agreements with both company colleagues and customers.
Industry relevant marketing acumen required to create clear customer value propositions and messaging around the company’s offerings.
Experience working with non-commercial functions including manufacturing, research and development, finance, supply chain, quality/regulatory and services organizations towards the attainment of business goals.
Exceptional written and oral communication skills
Competent, daily use of Microsoft tools (Word, Excel & PowerPoint)
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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