Thermo Fisher Scientific Sr. Key Account Manager in Waltham, Massachusetts
Key Account Manager
When you're part of the team at Thermo Fisher Scientific, you'll do important work, and you'll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you'll find the resources and opportunities to make significant contributions to the world.
Clinical Diagnostics In Vitro Diagnostic (IVD) Services is part of the Specialty Diagnostics Group within Thermo Fisher Scientific, providing services and products to leading IVD manufacturers globally. The IVD Services portfolio includes diagnostic reagents, assays, and laboratory automation & analyzers, and is leveraging the capabilities and footprint of Thermo Fisher Scientific sites in Europe, the US and China. The position may be based remotely, but would require regular travel (20-30%).
How you will make an impact:
The Senior Key Account Manager is responsible for developing and managing existing strategic account customer relationships overseeing the entire portfolio under contract as well as driving growth of share of wallet. The candidate will be a 'hands on' account management professional operating with a sense of ownership, with accountability for annual operating plan commitments. This role is considered a key member of the strategic relationship management team and must have the vision, drive, and interpersonal skills to succeed in a rapid growth environment.
What you will do:
Develop and maintain strategic long-term relationships with key accounts
Accountable for annual operating plan commitments and developing new business expansion
Monitor existing customer contracts and understand contractual obligations and commitments
Drive portfolio management with partners, develop fee schedules and statements of work
Evaluate customer requests and maintain high service levels with timely responses to pricing, volume, issue resolution and support activity
Schedule and coordinate quarterly business reviews, monitor established performance metrics and scorecard reports with key customer accounts and internal cross functional team meetings
Key account performance reporting and frequent communication to the senior leadership team
Assist in the preparation and delivery of business/technical/capability presentations
Research and identify new potential customer opportunities
Assist in the negotiation process and close new and renewal business
How you will get here:
B.S. degree in Scientific Field required
Strong commercial skills with MBA or professional certifications (preferred), or proven experience in sales, business development or key account manager roles
5-8 years experience in the IVD or a related industry with a solid understanding of technical matters, product development processes, regulatory frameworks and operations and supply chain
Excellent relationship building skills, able to lead and influence others without direct authority
Strong project management skills
Sound business acumen to understand key performance indicators and their drivers, and assess opportunity attractiveness (IRR/ROI/NPV)
Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Visio, Project, etc.)
Willingness to travel up to 20-30%, as required (and depending on location)
Detail oriented, assertive self-starter who can operate effectively to meet goals and timelines in multiple assignments and who is able to adapt to change
Strong communication skills in front of internal and external audiences, while counseling, negotiating and formally presenting proposals and/or technical solutions
Good organizational, analytical and problem-solving skills
Ability to quickly evaluate situations and take direct appropriate actions to resolve issues
Well-developed written skills to prepare monthly reports, reviews and white papers, as well as preparing presentations to a variety of audiences
At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission-enabling our customers to make the world healthier, cleaner and safer.
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
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