Overview
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.
Responsibilities
* 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.
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).
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