Key Account Manager - Mass Spectrometry
France - Lyon, France - Paris, France - Remote / FieldUpdate time: November 12,2019
Job Description
How would you make an impact?

When you’re part of Thermo Fisher Scientific, you’ll do challenging work, and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization you will be encouraged to perform at your best. With revenues of $20 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

What will you do?

The Mass Spectrometry, Key Account Manager owns and manages the commercial relationship with the customer. This workflow solution is a pioneering In-Vitro Diagnostics (IVD) solution to clinical microbiology customers. This role is responsible for selling the workflow solution by working collaboratively within Microbiology and the wider organization. This individual is responsible for meeting and exceeding sales targets, implementing business strategies, annual business plans, forecasting, providing marketing/competitive feedback and customer satisfaction relative to sales activities and profitable growth.

Responsibilities:

  • Driving profitable growth to achieve / exceed AOP target by developing the business in the territory by driving a total cost of ownership and workflow selling.
  • Effectively manages complex system deals driving price and consumable pull through to drive Gross Margin.
  • Construct deals with the field-based team on cash purchase, lease or reagent rental basis, ensuring the company pricing and margin policy is maintained and to maximize consumable pull through.
  • Implement and support the go to market strategy, ensuring continual assessment and successful execution of tactics / activities.
  • Meets or exceeds all leading and lagging key performance indicators
  • Understands the structure, relationships, and connections in key accounts and develops strategies that align with key decision makers
  • Supports customers in building a business case, to be presented to the customers internal stakeholders
  • Comprehensive understanding of tools, resources, analytics, critical business processes such as pricing, freight, go-to-market strategies and overall value proposition
  • Identifies and qualifies new opportunities outside of the customer base through use of significant network and industry connections to maintain a strong pipeline
  • Understands competitive positions and tactics within accounts and maintains strategies to oppose and prevent competitive threats
  • Knows who product competitors are and understands features and benefits of competing
  • Exhibits a high level of self-discipline in planning and prioritizing to ensure all customers (both internal and external) are contacted at the correct level to create / maximise the opportunities
  • Use SAP CRM as the primary reporting tool; all activities and opportunities must be recorded
  • Develop a well maintained and clean short‐term and long‐term opportunity funnel that ensures success in the current month, the current quarter, and the subsequent quarters
  • Effectively perform your duties whilst acting at all times in accordance with the Dignity at Work Policy, Code of Business Conduct and Ethics and our values of Integrity, Intensity, Innovation and Involvement

Who you are? 

  • Strong track record of results, customer focus and value based sales in complex capital equipment deals with consumable pull through in IV’D market
  • Minimum 3 to 5 years proven sales experience and track record of over delivery and strong business acumen
  • Proven ability to promote teamwork and work effectively across multiple business functions and networks internally to lead a team based sale
  • Understands/demonstrates the necessity for sales planning and execution using integrated sales tools e.g. CRM to drive commercial operational excellence
  • Demonstrates strong relationship management and negotiation skills with c-suite customers and lab directors.
  • Degree in Biology, Molecular Biology, Biochemistry or related field is a plus
  • Excellent English language skills and country language skill appropriate in countries where selling

Location : France (home office, field sales role)

The role will require a minimum of 80% in field with customers

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