Key Accounts Manager

2 weeks ago

Scoresby, Victoria, Australia ThermoFisher Scientific Full time

Job Description

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer Our team of more than 125,000 colleagues 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. For more information, please visit

Thermo Fisher Scientific enables our customers to make the world healthier, cleaner and safer

Position Summary:

This position has two objectives. Firstly, it is responsible for crafting and implementing a key account strategy in the Academia & Research market. This includes providing leadership to the team of Academia & Research Key Account Managers and ensuring that objectives are achieved in both the short and long term.

Secondly, the position is responsible for leading relationships between assigned key accounts and Thermo Fisher Scientific . This involves planning and implementing an account strategy sought at growing the share of business from these key accounts. Additionally, the position will work closely with key customers at the highest levels to establish positive relationships.

Responsibilities:

  • Own overall revenue responsibility for key accounts within the Academia & Research vertical, including leading own assigned accounts.
  • Build strategy for Academia & Research key accounts, aligning local strategies with global corporate account plans.
  • Lead a team of Key Account Managers and handle multi-tier customer partners.
  • Develop and expand positive relationships within Academia & Research accounts to grow share of wallet (SOW) and share of market (SOM).
  • Build account leverage across Thermo Fisher Scientific portfolio to position the company as the supplier of choice.
  • Align proposals and offerings to company objectives and key clinical strategies.
  • Handle contracts and pricing at customer group level.
  • Understand the Academia & Research landscape to build advantage for Thermo Fisher Scientific.
  • Incorporate the 4i Values into all actions, plans, strategies, and interactions.
  • Use professional relationships within clinical accounts to advance teamwork.
  • Mentor and coach the Academia & Research Key Account Managers on strategy.
  • Identify and build ways to expand partnerships.
  • Lead and empower the Academia & Research Key Account Management team to meet objectives and achieve desired results.
  • Ensure team achieves targets by effectively leading and growing their accounts and generating new business opportunities.
  • Ensure minimum performance standards including compliance with CRM system ).
  • Ensure annual performance reviews and development of team members.
  • Ensure 100% compliance of corporate training.
  • Collaborate across the organisation to ensure effective communication of marketing through the sales team.

Minimum Requirements/Qualifications:

  • Possession of a tertiary qualification in Science or Business is required.
  • A demonstrated ability as a key account manager in the Academia & Research market is highly desired.
  • Demonstrated track record of successful performance in a focused and fasted pace environment.
  • Strong business insight of our industry sector, including knowledge of key players, trends, and potential challenges, is preferred.
  • Experience working in a global and highly matrix organization with a decentralized model is preferred.
  • Previous experience in leading people is highly desirable.

Skills & Attributes

  • Relentlessly driven to achieve success.
  • Possesses outstanding commercial competence, adept at articulating and successfully communicating business opportunities within the Academia & Research market in ANZ.
  • Demonstrates the ability to distill sophisticated and extensive information and priorities into actionable strategies that yield tangible results.
  • Exemplary in establishing and cultivating relationships and networks across various departments and divisions, fostering alignment, shared goals, and clear accountability.
  • Exhibits exceptional interpersonal skills, adept at prioritizing tasks based on key result areas, efficiently leading time, and consistently meeting agreed upon timelines.
  • Thrives in ambiguous situations, optimally navigating change and leading others through transformation.
  • Demonstrates exceptional written and verbal communication skills, demonstrating persuasive abilities to influence and negotiate successful outcomes.
  • Exemplifies integrity and maintains the highest professional standards.
  • Displays a passion for continuous improvement and driving positive change.
  • Possesses sophisticated digital literacy in Microsoft Office and standard IT software systems, including CRM.

Other Important Information:

Travel requirement for this position 30% - 40%.

Other Job Requirements:

Carry out OHS policies and procedures and ensure a safe and balanced 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.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform critical job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation

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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