Strategic Key Accounts Manager

3 weeks ago

Remote, United Kingdom ThermoFisher Scientific Full time

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Job Title: Strategic Key Account Manager EMEA

Reports to: Senior Director Sales

Group/Division: LPG/Laboratory Chemicals Division (LCD)

Career Band: ` 8

Track: Professional

Location Europe

Mission:

The Strategic Key Account Manager LCD EMEA is part of Laboratory Products Group (LPG) which unites deep scientific expertise, a collaborative culture and operational excellence to deliver the Laboratory Chemicals that our customers need to achieve their scientific goals – quickly, reliably, and safely. Our catalogue and Custom & Bulk solutions make it faster and easier for our customers to focus on what matters most – delivering answers and innovations that save and improve lives.

This is a field-based position based anywhere in Europe.

Position summary:

This role drives the sales strategy for Laboratory Analytical Reagents (LAR) and Fine Chemical Products (FCP) portfolio to a defined number of Key accounts in EMEA. The Key accounts will be selected based on their current revenue profile as well as future growth opportunity. These are split into two categories.

  • Share of Wallet accounts whereby we have either strong existing business base to build upon or a new contract to implement and

  • Business Development Accounts where we have a small amount of existing business and strong potential for revenue growth.

The KAM will be required to build key relationships at multiple levels within their defined accounts, present our value proposition & accelerate growth. Responsible for defining the growth strategy for those accounts this role will maintain the existing business while focussing on growth by selling our full portfolio of either LAR or C&B products.

Responsibilities:

  • Increase sales volumes of assigned accounts to ensure achievement of defined sales goals.

  • Drives needs and opportunity assessments across their account base.

  • Uncover the customers goals and objectives and demonstrate our value proposition that enable customers to meet those goals.

  • Robust business plans to be developed for the accounts.

  • Use our existing corporate contracts to drive additional LCD revenue in the account.

  • Increase network of promoters within the Focus accounts

  • Build strong understanding of assigned customers and their marketplaces through a broad range of information sources, including direct customer exchanges, networking, publications, market information, and industry events.

  • Conduct regular dynamic business reviews with each assigned Key account.

  • Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing; lead Large Deal Approval process to explain business proposal.

  • Remove all obstacles to secure incremental revenue for Thermo Fisher Scientific

  • Collaborate with relevant Field teams to ensure the full LCD portfolio is sold.

  • Provide and maintain a regular forecast to ensure the business has clear visibility of future demand of the Focus accounts.

  • Remain alert to evolving product requirements, analyse trends and sales practices, and help develop contingency plans to offset programs from competition.

  • Remain aware of local market conditions, industry trends, user preferences and report these to the business with any recommended action.

  • Provide routine feedback on customer and market requirements to support product development.

  • Complete after sale follow up with the customer to ensure happiness with our performance.

Qualifications:

  • BSc degree with studies in chemistry, business, or another related field preferred.

  • Sales experience working with large accounts preferred.

  • Ability to work at many levels within an organisation from the C-suite to the manufacturing team.

  • Strong organisational and leadership skills

  • Shown success in building collaborative relationships within an organisation.

  • Strong analytical skills and the ability to draw conclusions and observations from Market trends.

  • Strong presentation and social skills

  • Ability to use Microsoft office and CRM software.

  • Willingness to travel within Europe when required.

Non-Negotiable Hiring Criteria:

  • Assertive and influential, capable in building compelling arguments and gain agreement from key individuals, internally and externally.

  • Strong customer advocate, who seeks to understand customer needs and efficiently address needs; gains personal happiness from customer success.

  • Relationship architect; able to build a strong network of influential supporters.

  • Independent and self-motivated; able to independently structure productive activities to reach an end goal.

  • Thoughtful but decisive, with a strong bias for action and a proactive vs. reactive approach

  • Focused, with shown work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishment.

  • Strong leadership and matrix management skills; derives genuine satisfaction from being an effective mentor.

  • Entrepreneurial with strong commercial competence; able to understand impact of negotiation points on a business engagement.

  • Proven ability to work productively in a complex business environment towards goal achievement.

  • Bias for learning and continual improvement; desire to have up to date information and pursue standard processes.

  • Effective interpersonal skills and confident executive presence

  • Able to build customer insight as a valued leader with vision, building value in all interactions.

  • Strong strategic business planning skills, including prioritisation.

The above statements are intended to describe the general nature and level of the work being performed by people assigned to this job. They are not a comprehensive list of all the duties and responsibilities associated with it.

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.

  • Strategic Key Accounts Manager

    1 day ago

    Remote, UK, United Kingdom Thermo Fisher Scientific Full time

    *Work Schedule*Standard (Mon-Fri)*Environmental Conditions*Office*Job Description*Job Title: Strategic Key Account Manager EMEAReports to: Senior Director SalesGroup/Division: LPG/Laboratory Chemicals Division (LCD)Career Band: ` 8Track: ...

  • Strategic Key Accounts Manager

    21 hours ago

    Remote, United Kingdom Thermo Fisher Scientific Full time

    Work ScheduleStandard (Mon-Fri)Environmental ConditionsOfficeJob DescriptionJob Title:                             Strategic Key Account Manager EMEAReports to:                        Senior Director SalesGroup/Division:                LPG/Laboratory Chemicals Division (LCD)Career Band:...

  • Strategic Key Accounts Manager

    2 weeks ago

    Remote, United Kingdom Thermo Fisher Scientific Full time

    Work ScheduleStandard (Mon-Fri)Environmental ConditionsOfficeJob DescriptionJob Title: Strategic Key Account Manager EMEAReports to: Senior Director SalesGroup/Division: LPG/Laboratory Chemicals Division (LCD)Career Band: ` 8Track: ProfessionalLocation EuropeMission:The Strategic Key Account Manager LCD EMEA is part of Laboratory Products Group (LPG) which...

  • Strategic Key Accounts Manager

    2 weeks ago

    Remote, United Kingdom Thermo Fisher Scientific Full time

    Work ScheduleStandard (Mon-Fri)Environmental ConditionsOfficeJob DescriptionJob Title:                             Strategic Key Account Manager EMEAReports to:                        Senior Director...

  • Key Account Manager Medical

    5 hours ago

    Remote, United Kingdom Nordson Full time

    Nordson MEDICAL designs, engineers and manufactures complex devices and components with applications in wound healing, surgical and minimally invasive, fluid management, pulmonology and interventional and structural heart. Our pioneering Advanced Polymers team was the first to manufacture and supply medical balloons to the medical device industry. Nordson...

  • Relationship Associate, Global Strategic Accounts

    2 months ago

    Remote, United Kingdom Flywire Full time

    Company Description **Are you ready to trade your job for a journey? Become a FlyMate!** Passion, excitement & global collaboration are all core to what it means to be a FlyMate. At Flywire, we’re on a mission to deliver the world’s most important and complex payments. We use our Flywire Advantage - the combination of our next-gen payments platform,...

  • Head of Strategic Partners

    1 month ago

    Remote, United Kingdom BDR Thermea Group B.V. Full time

    In this new role, you will be responsible for developing and executing strategies to grow and maintain relationships with our most important partners. You will lead a team of Strategic Account Managers and collaborate closely with various internal departments to ensure the success of key accounts and the growth of the Baxi brands. The role will focus on the...

  • Group Key Account Director

    2 months ago

    Remote, United Kingdom Reconomy Full time

    Reconomy Group is an international business that leverages technology and talented colleagues to help our customers reduce and manage waste, optimise their supply chains and make the transition towards the circular economy. With a current group revenue of £1.2bn this year and further developments on the horizon this is an exciting time to join the team and...

  • Strategic Accounts Team Lead

    3 weeks ago

    Remote, United Kingdom Unum Full time

    Job Posting End Date: July 22Who are we?We’re a specialist employee benefits provider, striving to create healthy, happy workplaces. As part of the international Unum Group, we’re on a collective mission to help the working world thrive.The roleWhat will you be doing?Strategic Accounts Team LeadLocation: Home based, occasional travel to London,...

  • Key Account Officer

    1 month ago

    Remote, United Kingdom London School of Emerging Technology Full time

    As a Part-Time Key Account Officer, you will be crucial in managing and nurturing relationships with key clients, ensuring their satisfaction and driving business growth. You will collaborate with internal teams to understand client needs, develop customized solutions, and provide exceptional service to achieve mutually beneficial outcomes. **Key...

  • Lead Generation Specialist

    2 months ago

    Remote, United Kingdom e50K Strategic Advisory Full time

    **Sales Lead Generator** Reporting to the CEO, the Sales Generator will have responsibility for building and executing an effective sales generation strategy to support e50K Strategic Advisory’s growth ambitions. **Required Sales Skills** - Sales experience either within the professional services - A proven track record in service solution sales -...

  • Football and Multi Sport Strategic Lead

    2 months ago

    Remote, United Kingdom Active Partnerships Full time

    Job description We are seeking to recruit a person with passion for our purpose and a collaborative spirit to be the strategic lead on our football and multisport commitment. The multi-sport facilities commitment is a key priority within Sport England’s Uniting the Movement Implementation Plan. As part of this commitment, up to £224 million of...

  • Account Executive Strategic

    2 months ago

    Remote, United Kingdom Deel Full time

    **Who we are and what we do** Deel is a global team that helps businesses hire anyone, anywhere, easily. Deel consists of more than two thousand self-driven individuals spanning over 100 countries. Our unified yet diverse culture keeps us continually learning and innovating the Deel platform and our products for customers. Companies should be able to hire...

  • Strategic Account Executive, United Kingdom

    2 months ago

    Remote, United Kingdom Grafana Labs Full time

    Grafana Labs is looking for Strategic Account Executive** **who will be responsible for prospecting and closing new business across the United Kingdom. You will identify, nurture and close opportunities with both new and existing customers, manage forecasts and track customer data. We're strong proponents of a consultative sales approach - learn about the...

  • Head of Strategic Planning

    2 months ago

    Remote, United Kingdom Lowri Beck Full time

    The Calisen Group is in an exciting and strong position where we are seeing growth and development in all areas of the business, as the group expands its range of activities in line with its mission to deliver Smarter Energy for All. We are currently looking for Head of Strategic Planning & Transformation to join our Calisen Metering division who will lead...

  • Market Maker, Strategic Enterprise Solution Sales

    2 months ago

    Remote, United Kingdom Digimarc Full time

    **THE CHALLENGE** **WHAT WE ARE LOOKING FOR...**: - Minimum 5 years of Enterprise selling experience with a proven track record for developing and then navigating complex sales cycles & enterprise-level procurement negotiations to secure multi-million-dollar ARR deals. - ** Strategic Thinking**: Ability to develop sales strategies that align with both the...

  • Global Expert Strategic Facility Management

    1 month ago

    Remote, United Kingdom CK Group Full time

    **Salary**:£525-£750pd PAYE - **REF Number**:00056719 - **Consultant**:Stephen Lord - **Contact**:01246 457738 - **Date Published**:11.03.2024 - **Sector**:Medical Devices - **Location**:Remote but with international travel req'd, UK Anywhere - **Discipline**:Safety, Health & Environment CK Group are recruiting for a Global Strategic Facilities Manager to...

  • Manager Strategic Proposal Development

    1 day ago

    Remote, UK, United Kingdom Thermo Fisher Scientific Full time

    *Work Schedule*Standard (Mon-Fri)*Environmental Conditions*Office*Job Description*Global Strategic Proposal Development is looking for a Manager, Proposals to work regionally home based. Manages a team that designs and develops compelling and accurate, high quality responses to client requests for proposals that align with commercial and operational...

  • Payroll Specialist

    1 month ago

    Remote, United Kingdom Your Payroll Manager Ltd Full time

    **Reports to**: Payroll Operations Manager **Hours**: 30 - 40 hours pw **Pay**: £12.56 - £14.10ph Mission / Purpose The Payroll Administrator role is a “Do It” role. Its purpose is to ensure the Bureau is delighting its customers, while driving internal operational efficiencies and owning execution. You will understand all payrolls and assume...

  • Key Account Executive

    1 month ago

    Remote, United Kingdom Qualifyze GmbH Full time

    **About Qualifyze** Founded in September 2017, Qualifyze is the fastest growing GxP supplier audit provider in Europe. It counts with the first online platform that connects pharma companies, suppliers and auditors, and works with industry leaders worldwide. Its goal is to become the biggest audit marketplace in the world, while making audit processes more...