Director Strategic Accounts

Director Strategic Accounts – Pharma Services Group

R-01227302

Location:Remote, 2 openings in US and/or EMEA

Thermo Fisher Scientific is the world leader in serving science, with annual revenue over $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving sophisticated analytical challenges, growing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them.

The Strategic Account Leader assumes full ownership of the strategic relationship for assigned Strategic Accounts across the Pharma Services Group. This role will develop and implement cross-divisional strategies including CRG synergies to drive disproportional growth (new business and revenue), leveraging the full suite of services to increase profitability. They build and drive a client specific, group-level value proposition! They develop longitudinal insight with clients to drive strategic relationships at the account. They partner with and through the BU sales teams to close new business/molecules and influence the build vs. buy decision. They drive the right focus and support from group leadership & Corporate Accounts to execute group-level strategy and results.

The Strategic Accounts Leader builds a network that enables client success, deeper share of wallet and improved customer experience! They work cross functionally with business unit leaders, subject matter authorities, Business Management and Strategic Relationship Managers to drive accretive, group-level growth.

KEY REQUIREMENTS

• Builds the overall strategy and incorporating division level goals and objectives. This is collected in the Account Growth Plan.
• Becomes a guide in the partner’s pipeline and portfolio to proactively resolve cross divisional commercial strategies.
• Develops relationships at senior levels within select accounts to advance Thermo Fisher’s access and opportunities. Establishes relationships with R&D, clinical operations and commercial leaders at partner organizations, enabling identification, development of support of new or expanded opportunities.
• Builds account leverage across the breadth of the portfolio.
• Leads the business objectives for the segment strategy including umbrella financial objectives, governance and customer and compliance metrics.
• Develops and aligns contract structure, handles pull through contracts with partner organizations. Leads contractual negotiations and full sale process for assigned accounts.
• Defines opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in share of spend with Thermo Fisher.
• Anticipate and regularly consider challenge points and opportunities for further customer penetration and/or customer experience; share findings with key partners.
• Gathers information, analyzes, and develops commercial strategies with customer dynamics and focus; ability to adjust strategies based on Strategic Business Intelligence data, new customer affiliations, market conditions and new areas of focus.
• Partners closely with Strategic Accounts Relationship Manager to ensure proper governance and harmonized customer experience across Pharma Services.
• Understands the key operating cycles and imperatives of the client: Budget cycle, strategic sourcing priorities and business processes.

• Applies customer relationship management system and reporting tools to accurately forecast (group-level sales number), communicate and update on sales objectives.

Minimum Requirements/Qualifications:

• A minimum B.Sc. degree required, strongly preferred in a scientific team (chemistry, biochemistry, or chemical engineering) or business-related field.
• MBA or professional business education highly preferred.
• Previous sales, deal design and key account or relationship management experience.
• Strong analytical skills including financial competence.
• Consistent record of successfully gathering business from key/large accounts.
• Success engaging successfully with senior leaders both internal and external to the company.

Non-Negotiable Hiring Criteria:

• Minimum of 10+ years sales experience including commercial account leadership.
• Demonstrated experience leading sophisticated, high-value, high growth accounts in a matrix environment with multiple customers.
• A phenomenal teammate with ability to coordinate activities and influence actions across a team and Company.
• Strong negotiation and interpersonal skills.
• Sophisticated deal structuring experience.
• Self-motivated and bias to action and results.

Our distributed team delivers an outstanding combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.