Job Description

　　The Focus Account Manager (FAM) EMEA reports into the Laboratory Products Group (LPG) which unites deep scientific expertise, a collaborative culture and operational excellence to deliver the lab equipment and consumables that our customers need to achieve their scientific goals - quickly, reliably, and safely. Our 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 position is responsible for selling the Laboratory Plastics Essentials (LPE) and is an exciting opportunity to develop Key Account management skills! The role is responsible for selling to a defined number of Focus accounts. These will be selected based on their current revenue profile as well as future growth potential. They are split into two categories;

　　Share of Wallet accounts whereby we have strong existing business and opportunity to growth this base andBusiness Development Accounts where we have a small amount of existing business and strong potential for revenue growth.

　　The FAM will be required to build key relationships at multiple levels within their defined Focus accounts, present our value proposition & accelerate growth. They are responsible for defining the growth strategy for those accounts which includes maintaining the existing business while focussing on growth by selling our full portfolio of LPE products.

　　Responsibilities:

　　Increase sales volumes of assigned accounts to ensure achievement of defined sales goalsDrives needs and opportunity assessments across their account baseUncover 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 accountsWorking alongside our existing Corporate contracts to drive additional LPE revenue in the accountIncrease network of contacts within the Focus accountsBuild 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 eventsConduct regular business reviews with each assigned Focus accountLead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and gaining agreement on pricing; lead Large Deal Approval process to justify business proposalRemove all obstacles to secure incremental revenue for Thermo Fisher ScientificCollaborate with relevant Field & TSS teams to ensure the full LPG portfolio is soldProvide and maintain a regular forecast to ensure the business has clear visibility of future demand of the Focus accountsRemain alert to other company's products, analyse trends and sales practices, and help develop contingency plans to offset programs from competitionComplete after sales follow up with the customer to ensure satisfaction with our performance, highlight customer service requirements as the need arises

　　Qualifications:

　　BSc degree with studies in life science, 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 teamStrong organisational and leadership skillsShown success in building collaborative relationships within an organisationStrong analytical skills and the ability to draw conclusions and observations from Market trends.Strong presentation and interpersonal skillsAbility to use Microsoft office and CRM software.Willingness to travel within Europe when required.

　　Non-Negotiable Hiring Criteria:

　　Assertive and influential, able to create compelling arguments and gain agreement from key individuals, internally and externallyStrong customer advocate, who seeks to understand customer focus and effectively address needs; gains personal satisfaction from customer successRelationship architect; able to build a strong network of influential supportersIndependent and self-motivated; able to independently structure productive activities to reach an end goalThoughtful but decisive, with a strong bias for action and a proactive vs. reactive approachFocused, with demonstrated work ethic, personal motivation, and enthusiasm; takes personal pride in accomplishmentStrong leadership and matrix management skills; derives genuine satisfaction from being an effective mentorEntrepreneurial with a strong financial acuity.Bias for learning and continual improvement; desire to have up to date information and pursue standard processesEffective communication skills and confident executive presenceAble to create customer insight as a valued leader with vision, building value in all interactionsStrong strategic business planning skills, including contingency planning

　　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 an exhaustive list of all the duties and responsibilities associated with it.