Strategic Accounts Director - Academia & Industry

October 15

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Thermo Fisher Scientific

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Analytical Instruments • Laboratory Supply Chain Programs and eCommerce • Laboratory Equipment • Lab Services • Specialty Diagnostics

10,000+

Description

• The Strategic Accounts Director will lead a team, driving growth in key accounts and business development targets for RSD Europe in specific market segments. • They will develop a team of 10-12, set goals, and evaluate performance to meet objectives. • The role involves collaborating with local and regional teams to achieve Divisional and Group goals. • In conjunction with Sr Sales Director, EMEA, set the strategy and targets for new business opportunities, share of wallet expansion, and portfolio development in the allocated segments. • Achieve revenue, growth, and share gain targets through sales and marketing partnership and execution. • Drive the team’s activities by setting goals, developing, and evaluating activity and sales metrics to achieve growth objectives & overall segment strategy. • Develop and implement a strategy that leads to increased customer value creation and market share gain within the designated segments. • Support with account strategy development, ensuring focus on overall value proposition. • Cultivate positive relationships with key customers at the highest levels within the segment; establish target lists for business development and track progress towards attaining revenue and business development targets for the team. • Coordinate with pricing on market dynamics affecting pricing strategy for large customers in the segment; evaluate margin and profitability of team’s customer base and provide recommendations. • Evaluate skill level in relation to customer performance and executive sales processes; improve sales proficiency; provide mentorship and support to ensure their strategic involvement with their account base. • Ensure the team are coordinating with field sales team to ensure tactical execution at the program accounts, driving profitable sales growth and various sales initiatives. • Present monthly to senior management business and financial updates of the segment and program customers, including customer and market trends. • Balance the need to achieve current business goals with planning and investment for future growth.

Requirements

• Bachelor's degree in preferably in a relevant science; equivalent experience will be considered. • MBA preferred. • 10+ years of senior leadership experience in a complex, dynamic, commercial environment operating across the full EMEA region. • Proven track record of successfully implementing sales strategy development and driving revenue growth within Academia / industry. • Leading, recruiting, and developing sales teams to build high-performance capability and competence. • Proficient in analysing market dynamics and developing strategic, actionable insights. • Skilled in building and sustaining professional relationships through excellent communication. • Motivated and goal-oriented, with a strong drive to excel and achieve outstanding outcomes. • Travel: 60% both Domestic and International.