Senior Manager, Key Accounts

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

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 Commercial team with an unmatched depth of capabilities and help our customers solve some of the world’s toughest challenges.

Discover impactful work:

The Senior Manager of Key Accounts 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 significant Lab Products growth at large, strategic, key accounts, including new wins and high growth customers

• Build and manage account growth strategies and implement plans

• Coordinate across multiple sites in Americas, collaborating with global commercial leads as needed

• Act as single point of contact for customers and channels

• Understand customer satisfaction and coordinate actions to mitigate issues

• Collaborate with the Corporate Accounts team and other Thermo Fisher businesses to drive total company value proposition.

• Own the Request for Proposal process

• Coordinate business development initiatives with commercial team

• Conduct business reviews with customers, as appropriate

• Provide direction to managers/sales representatives on execution of account strategies

• Evaluate customer performance for contract compliance, as applicable

Keys to Success:

Education

• Bachelor’s degree required; Master’s degree in Science or MBA preferred

Experience

• 10+ years of meaningful work experience

Knowledge, Skills, Abilities

• Confirmed ability to maintain and grow senior level customer relationships across multiple areas including: Sourcing, Production, Research, Materials Management, etc.

• Sales experience with large, key, research accounts and/or healthcare accounts

• Successful sales record with demonstrated ability to drive significant growth

• Strong financial analysis, negotiation, and project management skills

• Strong leadership skills in a matrix environment

• Knowledge of Salesforce, Word, Excel, and PowerPoint a must

• Able and willing to travel to customer locations regularly

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

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. A one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Compensation and Benefits

The salary range estimated for this position based in Pennsylvania is $130,900.00–$215,900.00.

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