Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled 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.
Location/Division Specific Information
Oxoid Deutschland GmbH, part of the Thermo Fisher Scientific Group, is a manufacturing, sales and service site with approximately 200 employees. The SDG (Specialty Diagnostics Group) business, which includes the Microbiology Division, manufactures products that are used for microbiological applications in clinical laboratories for the diagnosis of infectious diseases and are used in food and pharmaceutical plants to ensure that their products and production facilities are free of microbial contamination.
Discover Impactful Work:
The Key Account Manager (m/f/d) (KAM) is part of the commercial sales organisation supporting the Microbiology Division (MBD) - Clinical Sales portfolio which provides Clinical customers with testing solutions across workflows. This position will build relationships with key Clinical accounts. Report to the Senior Director Commercial Europe Microbiology Division.
You will contribute to enabling our customers to make the world a safer place through the MBD portfolio. You will build and maintain customer relations with strategic customer accounts that typically involve multi-site national; responsible to identify, develop and close new sales opportunities. Achieve revenue targets by growing revenue spend per account. Conducts regular business reviews with customers to ensure expectations are being achieved and continuous opportunity development. Partner with Clinical Sales Leader and Account Managers on the Clinical team on account strategy.
A day in the Life:
- Maintain and develop strategic relationships, enhancing corporate relationship and business with key accounts to advance MBD access and opportunities.
- Align specific proposals and offerings to company objectives by working with Leadership and Marketing.
- Develop and coordinate resources to provide comprehensive solutions to drive growth.
- Conduct regular business reviews and business updates to key partners within MBD.
- Owns Strategic Relationships to identify new business opportunities and supports geographic account activities.
- Implement preferred provider relationships and strategic partnerships to demonstrate the MBD and Thermo product portfolio.
- Development of opportunities to meet revenue commitments
- Key Account Management Planning – Conduct analysis of clinic trends and customer applications to assess the potential demands that clients may have within Clinical space. Develop short / medium- and long-term strategies that result in improving the opportunities to increase the sales pipeline.
- Key Account Management - Introduce and ensure client understanding of MBD and Thermo Fisher Scientific value proposition
- Commercial Process Management – lead contractual processes including Confidentiality agreements, Preferred provider / Master Services agreements / pricing agreements. Responsible for the resolution of commercial issues / negotiations
- Reporting – provide account status reports as the need arises– integrate Sales Force.com as part of daily work to ensure accurate reporting.
- Continuous improvement – find opportunities for standardized work, and improvement of quality and service with customer base. Formulate and implement action plans for continuous improvement
- To lead or implement other activities as required by the company
Keys to Success:
Education:
- Bachelor’s Degree required- Science or Business Degree
Experience:
- 5 plus years of demonstrated success in sales (selling to Clinical desirable)
- Experience with leading a sophisticated sales process including experience selling across multiple departments, levels and multiple partners.
- Understanding of Workflow management to discover opportunities and meet customer needs
- Effective negotiation skills
- Solution Selling, Miller Heiman Account planning (or comparable) training desirable
Knowledge, Skills, Abilities:
- Excellent interpersonal, collaborative and communications skills
- Analytical approach to sales management; proven competence to forecast and to plan to achieve revenue goals
- Set and achieve goals, handle time, tasks, and risks, meet deadlines
- High energy level with the ability to take initiative
- Based in Germany with the ability to travel 50%+ of time
What we offer:
- Employment with an innovative, future-oriented organisation
- Outstanding career and development prospects
- Company pension scheme and other fringe benefits
- Exciting company culture which stands for integrity, intensity, involvement and innovation
If you are interested, please apply online with your CV and Motivation Letter including possible start date and salary expectations.
At Thermo Fisher Scientific, each one of our 100,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
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, disability or any other legally protected status.
Apply today! http://jobs.thermofisher.com
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