Sr. Key Accounts Manager, Microbiology (East Coast)

The Key Account Manager (KAM) for Thermo Fisher’s Microbiology Division is responsible for developing and managing account relationships with our most strategic customers. This includes but is not limited to development of deep customer knowledge and understanding of partnership elements, defining strategic growth opportunities for deployment at corporate and facility levels, and driving operational excellence through strong communication, customer support, contract negotiation and ongoing account management. The KAM shall lead internal cross functional teams to implement and accomplish goals and commitments made to the strategic customers and communicate status of these regularly. This role is considered a key member of the Thermo Fisher Specialty Diagnostics Account Management Team and must have the vision, drive, and interpersonal skills to succeed in a fast paced, transformational environment. This candidate will be an account management professional operating with a sense of ownership and an ability to lead without authority.

Key Responsibilities:

Develops a trusted advisor relationship with key customer partners and internal Thermo Fisher partners to build and maintain long-term relationships with portfolio of assigned accounts, consistent with MBD’s long-term strategic account strategy. Responsible for developing strong account relationships at an executive level for the purpose of growing sales of branded products.
Maintains and constantly enhances technical knowledge on Microbiology product lines while consistently staying abreast of and communicating customer insights, market trends, and competitive actions.
Evaluates and expands sales in assigned accounts by introducing MBD solutions for effective microbiology workflow and quality operations.
Develops a business plan for each assigned account; monitors and reports progress monthly and develops and implements tactics to exceed sales and margin goals. Monitors business progress and advises MBD US management of results. Takes corrective action when needed to ensure that goals are met.
Provides timely and accurate demand forecasting, anticipating changes based on understanding of customer needs.
Develops and delivers executive level sales presentations and conducts business reviews with clearly defined action plans to drive mutual accountability with the customer.
Works with Supply Chain, Operations and Customer Service in developing the most effective distribution and inventory management system and procedures to service key accounts.
Negotiates pricing and contract terms with customers, acting upon final approval from the Director of Key Account Management and in concert with Finance and Contracting.
Provides the primary executive interface between the division, Corporate Accounts, channel partners and assigned customers. Monitors changes in all account sales and service levels.
Responsible for gaining new contracts and driving all associated activity to implement the strategy related to those contracts, influencing others without authority.
Recommends and coordinates activities of field and virtual sales personnel through Director of Key Account Management, Senior Director of Sales, Regional Business Managers, and internal associates in the execution of tactical plans for each assigned account.
Deploys keen negotiation skills to close business that results in selling beneficial products and services to customers and provides profitable sales growth for the U.S. Microbiology business.
In addition, other duties may be assigned as the need arises.

Keys to Success:

Education

Bachelor’s degree in Science, Business, Marketing and/or related field. MBA preferred.
Experience

A minimum of seven years’ proven track record of success in Sales and a minimum of five years’ experience in National/Corporate Accounts.
Proven track record in leading laterally and influencing without authority to accomplish business initiatives on behalf of our customers
Excellent written and verbal communication skills
Proven success in managing large accounts and segments of business.
Strong track record of building relationships internally and effectively using company resources to achieve objectives
Able to make decisions independently that benefit the company.
High level of intensity, enthusiasm, and professionalism.
Strong passion for the responsibility of the position and the contribution to the overall business
Knowledge, Skills, Abilities

Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Power BI, SFDC, etc.)
Strong executive presence and high degree of self-awareness
Excellent relationship building and persuasion skills with the ability to motivate and influence others.
Ability to quickly evaluate situations and take direct appropriate actions to resolve issues.
Well-founded and practiced formal problem-solving skills.
Detail oriented and assertive self-starter who can operate effectively in a constantly changing environment
Effective leadership skills
Sound business acumen and analytical skills
Strong growth mindset and strategic prowess
Well-developed verbal and written communication capabilities to prepare and deliver customer and internal communication as well as presentations to a variety of audiences.
Solid organizational skills, with experience drafting and negotiating various types of contracts.
Ability to travel 75% of time

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. We offer employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an inspiring company culture that stands for integrity, intensity, involvement, and innovation!

Compensation and Benefits

The salary range estimated for this position based in North Carolina is $115,000.00–$122,000.00.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

A choice of national medical and dental plans, and a national vision plan, including health incentive programs

Employee assistance and family support programs, including commuter benefits and tuition reimbursement

At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards Read more