Strategic Key Accounts Director

November 22

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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

• Responsible for relationship and account management at customers with approximately $1 Million or greater potential within a specific segment • Ensures market penetration and profitability at these accounts, while achieving sales and profit forecasts • Focus on all account development activities including account strategy execution and management, ongoing communication of value proposition and value-added programs and services, resource coordination, price management, initiation of RFP responses, where applicable, and achievement of forecasted profitable growth. • Drive corporate relationships by understanding customer life cycle and contract timeframes • Coordinate needs and opportunity assessments across locations • Measure customer satisfaction and develops strategies to improve • Drive the Request for Proposal process • Coordinate and communicate business development initiatives and strategies • Identify target profitability, terms and conditions • Build and run account strategy and implementation plan • Conduct business reviews with customers • Provide direction to managers/sales representatives on expectations for servicing accounts • Drive market share improvement and identify standard marketing programs/promotions relevant to customers • Evaluate customer performance for contract compliance

Requirements

• 10+ years of meaningful work experience • Bachelor’s degree in Sciences or Business, or equivalent experience; MSc or MBA preferred • Confirmed ability to maintain and grow senior level customer relationships across multiple areas like Sourcing, Production, Research, Materials Management • Strong financial analysis, negotiation, and project management skills • Strong leadership skills in a matrix environment • Demonstrated sales record • Solid knowledge of Word, Excel, and PowerPoint a must; CRM software a plus • Able and willing to travel to customer locations. Regular cross-Canada and some US travel required.