Key Accounts Manager
Il y a 5 mois
The **Focus Account Manager (FAM) EMEA** reports into the Laboratory Products Group (LPG) which unites deep scientific expertise, a collaborative culture and operational excellence to deliver the lab equipment and consumables that our customers need to achieve their scientific goals - quickly, reliably, and safely. Our solutions make it faster and easier for our customers to focus on what matters most - delivering answers and innovations that save and improve lives.
**This is a field-based position based anywhere in Europe.**
This position is responsible for selling the Laboratory Plastics Essentials (LPE) and is an exciting opportunity to develop Key Account management skills The role is responsible for selling to a defined number of Focus accounts. These will be selected based on their current revenue profile as well as future growth potential. They are split into two categories;
- Share of Wallet accounts whereby we have strong existing business and opportunity to growth this base and
- Business Development Accounts where we have a small amount of existing business and strong potential for revenue growth.
The FAM will be required to build key relationships at multiple levels within their defined Focus accounts, present our value proposition & accelerate growth. They are responsible for defining the growth strategy for those accounts which includes maintaining the existing business while focussing on growth by selling our full portfolio of LPE products.
**Responsibilities**:
- Increase sales volumes of assigned accounts to ensure achievement of defined sales goals
- Drives needs and opportunity assessments across their account base
- Uncover the customers goals and objectives and demonstrate our value proposition that enable customers to meet those goals.
- Robust business plans to be developed for the accounts
- Working alongside our existing Corporate contracts to drive additional LPE revenue in the account
- Increase network of contacts within the Focus accounts
- Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, and industry events
- Conduct regular business reviews with each assigned Focus account
- Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and gaining agreement on pricing; lead Large Deal Approval process to justify business proposal
- Remove all obstacles to secure incremental revenue for Thermo Fisher Scientific
- Collaborate with relevant Field & TSS teams to ensure the full LPG portfolio is sold
- Provide and maintain a regular forecast to ensure the business has clear visibility of future demand of the Focus accounts
- Remain alert to other company's products, analyse trends and sales practices, and help develop contingency plans to offset programs from competition
- Complete after sales follow up with the customer to ensure satisfaction with our performance, highlight customer service requirements as the need arises
**Qualifications**:
- BSc degree with studies in life science, business, or another related field preferred.
- Sales experience working with large accounts preferred.
- Ability to work at many levels within an organisation from the C-suite to the manufacturing team
- Strong organisational and leadership skills
- Shown success in building collaborative relationships within an organisation
- Strong analytical skills and the ability to draw conclusions and observations from Market trends.
- Strong presentation and interpersonal skills
- Ability to use Microsoft office and CRM software.
- Willingness to travel within Europe when required.
**Non-Negotiable Hiring Criteria**:
- Assertive and influential, able to create compelling arguments and gain agreement from key individuals, internally and externally
- Strong customer advocate, who seeks to understand customer focus and effectively address needs; gains personal satisfaction from customer success
- Relationship architect; able to build a strong network of influential supporters
- Independent and self-motivated; able to independently structure productive activities to reach an end goal
- Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach
- Focused, with demonstrated work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishment
- Strong leadership and matrix management skills; derives genuine satisfaction from being an effective mentor
- Entrepreneurial with a strong financial acuity.
- Bias for learning and continual improvement; desire to have up to date information and pursue standard processes
- Effective communication skills and confident executive presence
- Able to create customer insight as a valued leader with vision, building value in all interactions
- Strong strategic business planning skills, including continge
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