Strategic Key Accounts Director

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

The Strategic Account Leader (SAL) is responsible for delivering growth for the most important customers of Thermo Fisher Scientific’s Pharma Services Group (PSG).  You will develop deep client relationships and use the insights gained to lead group-level commercial processes to drive strategic growth and profitability. SALs partner with and through the sales and corporate accounts teams to close new molecules and services. As the overall relationship owner for PSG, you will lead group-level governance, monitor relationship health, and expand existing business by providing a harmonized, elevated client experience.  We build and deliver client-specific value propositions that enable growth, resolve issues, reduce costs, and improve performance.  The ideal candidate will have a history of successful high-value account management in a matrix environment resulting in business growth and client satisfaction.

Key Responsibilities

• Develop and action Account Growth Plans for assigned PSG accounts
• Lead successful Account Management Teams (AMTs) for PSG and support corporate-level AMT to generate and timely progress opportunities to closure
• Use understanding of client needs, our capabilities and financial considerations to identify and progress proactive, above-funnel, strategic offerings
• Lead a robust, cascading governance program for client portfolios across multiple service lines and global sites
• Report and facilitate actions based on key performance indicators that measure overall relationship health and operational performance
• Proactively prevent and handle above-site issues by cascading communications, engaging as needed with internal and client executives
• Deliver maximum value by improvement initiatives and ensuring contract compliance
• Facilitate harmonization across sites and continuous improvement using a PPI approach
• Implement network-level sales and operations planning processes where valuable
• Accurately forecast, communicate and report on sales objectives within customer relationship management systems and reporting tools
• Build credible, influential relationships with a broad network of internal and external partners to effectively lead through influence
• Drive forward action with positivity and resiliency to changing business environments

Minimum Requirements/Qualifications:

• A bachelor’s degree required, preferably in a scientific field (such as chemistry, biochemistry, chemical engineering), pharmacy, or a business-related field.  MBA highly preferred.
• Account management experience in pharmaceutical or comparable industry is required. 
• Knowledge of pharmaceutical product development, cGMP requirements and CDMO / CRO services is highly preferred.
• Strong analytical skills and understanding of financial models is required to balance factors such as cash flow, revenue recognition, return on investment, and allocation of risk in complex, high value deal structures.
• Success engaging with executives, including C-suite.

Hiring Criteria:

• Minimum of 10 years' experience in commercial, program management, relationship management type roles.
• Demonstrated experience working with complex initiatives in a matrix environment with broad, high-value impact.
• A strong teammate with consistent record of successfully coordinating activities and actions across all organizational levels.
• Strong negotiation and communication skills.
• Self-motivated, bias for action, and strong customer advocacy.