Key Account Manager Pharma
Il y a 5 mois
About Thermo Fisher Scientific
Our RSD (Research and Safety Market Division) is looking for a Key Account Manager Pharma
Location : Europe
**Position Summary**:
The Key Account Manager Pharma will primarily be responsible for strategizing, coordinating, and executing a range of business development tasks and initiatives related to medium to large sized client acquisition across Europe. The Key Account Manager Pharma will work with existing and potential customers (defined list of existing customers with significant share of wallet) to determine their needs and initiate the sales process by researching and contacting new prospects to continuously fuel the sales funnel. The postholder will be responsible for closing new customer acquisition deals, negotiating the contract where applicable, and leading the internal proforma process for the customer opportunity.
**Your responsibilities**:
- Develop and own the business development plan, leading new opportunities for a defined segment across Europe. Adopt a process through proposal and negotiation, culminating in new contract agreements and program accounts
- Build a strong understanding of defined segments through in-depth research and analysis of potential customers.
- Develop strong and strategic relationships with middle and senior management contacts in procurement, operational, and scientific disciplines; maintain a balance of communication across various stakeholder groups
- Clearly and broadly articulate components of negotiated contracts and ensure strong implementation and execution against customer and company expectations; work with assigned account management and IDIR’s to ensure smooth handoff and continued account development
- Understand competitive landscape, current competitive contracts with assigned customers, and the impact on our account development strategy
- Consistently ensure effective cross-divisional and global coordination of account strategy as applicable, including alignment with the Corporate Accounts team
- Engage selling resources to ensure strategic alignment, information sharing, and team execution
- Lead the RFP / tender and RFP process to relevant stakeholders.
- Implement new customer contracts prior to transition to segment teams.
- Creates and manages the account strategy and implementation plan
- Collaborate cross functionally and cross divisionally to leverage total company capabilities and relationships.
- Involve and leverage Senior Management as needed to close deals.
- Provides direction to managers/sales representatives on expectations for servicing accounts
- Work with the Business Development Analyst on a list of potential new customers with assigned geographical region.
- Develop bespoke messaging, value proposition and collateral prior to any contact with the proposed target customers.
- Evaluate customer performance for contract compliance
**Minimum Requirements/Qualifications**:
- Fluent knowledge of English, spoken and written. Other language skills would be a distinct advantage.
- Significant and relevant experience across a wide range of sectors including pharmaceutical, industrial and academic segments would be an advantage, particularly where there is a sound understanding of the current marketplace for laboratory equipment, consumables and/or chemicals.
- Significant experience of large strategic opportunity development across business units and geographies
- Strong financial analysis, negotiation and project management skills
- An ability to deliver a comprehensive value proposition to meet customer needs which includes all relative components of the company’s capabilities.
- Experience in strategic selling, account management, business negotiation, and matrix management environments
- Demonstrated ability to maintain and grow customer relationships across multiple customer functional areas
- Strong communication skills and confident executive presence
- Able to create customer insight as a valued thought leader, building value in all interactions
- Proficient with Word, Excel and PowerPoint and salesforce
- Outgoing and confident personality, able to effectively engage with customers across a range of settings including one-to-one meetings, exhibitions and formal presentations, across all sectors in which we operate.
- Entrepreneurial, self-motivated, and professional
- Demonstrate strong follow-through and the ability to see tasks through to completion
- Full drivers licence with a willingness to travel up to 70% of time (NB. COVID impact is likely to reduce this for the foreseeable future)
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