Strategic Key Accounts Director

Work Schedule

Environmental Conditions

Job Description

About Us:

Here at Thermo Fisher Scientific, our industry-leading scale means unparalleled commercial reach, unique customer access and a global footprint. Our broad customer base, from research, clinical to commercial production means you can have a broad and significant impact. All while working in an environment where you will be supported, valued and rewarded for your performance. Join our Sales & Marketing team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Discover impactful work:

The Industry Director for Biotech/Pharma segments in Canada is responsible for relationship and account management at customers with approximately $1 Million or greater potential within a specific segment and ensures market penetration and profitability at these accounts, while achieving sales and profit forecasts. This is an exciting opportunity where you will 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.

Key responsibilities will be:

• 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 the 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

Keys to Success:

Education

• Bachelor’s degree in Sciences or Business, or equivalent experience; MSc or MBA preferred

Experience

• 10+ years of meaningful work experience; strong background in science and the specific industry segment

Knowledge, Skills, Abilities

• 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.
• Demonstrates the Thermo Fisher values (The Four I’s) - Integrity, Intensity, Innovation, and Involvement