Global Key Accounts Manager Lazio

Global Key Accounts Manager
Roma
Lazio, Lazio

Job Title: Global Key Accounts Manager

**Requisition ID: 199732BR

When you are a part of Thermo Fisher Scientific, you'll do challenging work, and be part of a team that values performance, quality and innovation.

As part of a successful, growing global organization you will be encouraged to perform at your best.

With revenues of more than $40 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

**Location: Remote - UK/Europe/North America

The Microbiology Division (MBD) is a trusted supplier of a broad range of high-quality media and diagnostic products used in clinical, industrial, research, and academic laboratories, and backed by a team of service experts, we are dedicated to microbiology.

For over 30 years, we have provided superior product performance and expert, responsive customer support to laboratories nationwide

**How will you make an impact?

The Global Key Account Manager owns the relationship across the Microbiology Division and is responsible for driving negotiations, as well as delivering revenue quotas on a global scale.

The Global KAM will create the overall account strategy, and interface with the countries/regions including Thermo Fisher Corporate Accounts Team to create the local account strategy.

You will develop relationships at the senior level within accounts and within Thermo Fisher Scientific to plan and execute an account strategy designed to maximize capture of share of spend and partner at the highest levels with the customer.

Global Accounts are in the clinical, pharmaceutical, and food manufacturers/contract testing sectors and are assigned from the range of key accounts managed by the Microbiology Division on a global basis.

The Global Account Manager will not have any direct reports, but will need to be effective at managing without authority and to manage these complex business arrangements.

**What will you do?

- The Global Accounts Manager is responsible for writing an annual sales plan for all assigned customers based on the overall strategy, you will build, maintain and grow opportunity pipeline within assigned accounts, whilst effectively managing the sales process and successful utilization of sales tools/systems and methodologies.

- In order to achieve the sales target for assigned key accounts, growth is attained organically as the market expands, from achieving a greater share of the customers' wallet, or by successfully launching new products.

Sales campaigns will be organized for all these activities, recognizing that a different sales process operates for each task.

- A key requirement of the role will be to coordinate key account activity across several stakeholders in the business.

Key account business is negotiated with company buyers usually across several territories.

A coordinated technical sales approach will also be implemented either directly by the Global Key Account Manager or through the responsible Representatives from the Microbiology sales organizations.

- Primary responsibility for sales in assigned Global Pharma, Food Safety or Clinical customers.

Negotiates pricing and contract terms with customers.

Provides the primary executive interface between the company and customers.

Monitors changes in all account sales and service levels.

- Coordinates with internal departments and authorized Thermo Fisher Scientific Distributor partners to develop and implement timely contract launches and renewals.

Coordinates and presents Thermo Fisher Scientific value proposition and customer solutions in a selling situation.

- Facilitates the management of key business relationships and negotiates potential business opportunities for the company which are consistent with its long-term national account strategy

- Works with Marketing, Sales and Operations in developing the most effective distribution and inventory system and procedures to service Corporate Accounts.

- Recommends and coordinates activities of field sales personnel through Regional Business Managers, and internal MBD associates in the execution of tactical plans for each assigned account.

**How will you get here?

**- Significant sales experience within the Pharma, Biotech, Clinical or Food safety sectors o

- Proven track record in leading laterally and influencing without authority to accomplish business initiatives on behalf of our customers

- Demonstrated analytical and quantitative skills; ability to use hard data and metrics to back up assumptions and develop business cases

- Proven success in managing large accounts, geographies, markets and segments of business

- Strong track record of building relationships internally and using company resources to achieve objectives

- Able to make decisions independently, and to benefit the company

- Ability to work cross-functionally and with a wide range of employees with different skill sets

- Travel requirement for this role is up t