Key Account Manager

1 week ago

Scoresby, Victoria, Australia Thermo Fisher Scientific Full time
***The Key Account Manager is responsible for the management and advancement of the strategic relationship between assigned key accounts and Thermo Fisher Scientific. Specifically, the position will plan and complete an account strategy crafted to improve market share and partner at the highest levels with key customers.

Key Responsibilities:

  • Total annual revenue responsibility of greater than $20M AUD. You will build the overall strategy for your assigned accounts, incorporating regional, divisional & business unit level account goals and objectives. Lead & advance the company relationship at C-Suite level between the accounts you handle and Thermo Fisher, including handling multitier customer partners at both local ANZ and global level, in the case of global key accounts
  • Develop & expand positive relationships at both senior & operational levels within the account to advance Thermo Fisher's access and opportunities to grow share of wallet (SOW) and share of market (SOM). Through strong internal partnership both locally and globally, create account leverage across the full breadth of the entire Thermo Fisher portfolio including Patheon & PPD to advance Thermo Fishers position as the supplier of choice
  • Create & align specific proposals and offerings to company objectives by working with local, regional and divisional teams and senior leadership in ANZ Drive the business objectives for the account strategy including umbrella financial objectives, price realization and compliance metrics. Define opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in revenue.
  • Conduct regular key account reviews and business updates to key partners within Client Company. Lead all contracts and pricing at customer group level to ensure partnership outcomes between the customer and Thermo Fisher. Extensive understanding of the competitive landscape within the accounts handled and the broader market and utilise this understanding to build advantage for Thermo Fisher Scientific.
  • Champions the value proposition and is an ambassador for Thermo Fisher brands and products. Demonstrates the highest level of solution expertise and value creation to bring about positive outcomes at senior executive level within the customer organisation.
  • Utilise deep expertise in demonstrating analytics to analyse customer metrics and make relevant improvements through the use of the PPI business system to the improve customer experience
  • Focus on cross functional or coordinated selling approaches to ensure the biggest win for the company. Uses professional relationships to protect partnerships & advance teamwork.
  • Identifies and builds opportunities to initiate new connections that facilitate the achievement of strategic goals. Mentors and coaches others on strategy.

Minimum Requirements/Qualifications:

  • Formal Tertiary qualification
  • Minimum 3 years in a key account management role or similar
  • Track record of successful performance in a highly focused and driven environment
  • Strong business insight of our industry sector, its key players, key trends and potential challenges
  • Experience working in a global and matrix organisation with a decentralised model (preferred)

Skills & Attributes

  • Results focused and a strong will to succeed. Strong commercial skill with the ability to articulate and communicate business opportunities
  • Ability to translate large amounts of information and priorities into implementable strategies and get results
  • Skilled in establishing relationships across company and divisions, driving alignment, common goals and clear accountabilities. Prioritize based on key result areas & to handle time optimally
  • Excellent written and verbal communication skills
  • Confirmed high level of integrity and professional standards & a passion for continuous organisational improvement.
  • Strong digital literacy in Microsoft Office and standard IT software systems i.e. CRM

Other Important Information

  • Travel requirement for this position %.

Other Job Requirements:

  • Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment


Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

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