Strategic Partnership Manager

Job Description

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Our team of more than 125,000 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.

For more information, please visit www.thermofisher.com. 

Position Summary:

The Strategic Partnership Manager is responsible for the management and advancement of the strategic relationship between assigned key accounts and Thermo Fisher Scientific. Specifically, the position will plan and complete an account strategy crafted to improve collection of share of wallet and partner at the highest levels with key customers.

Key Responsibilities:

• Build the overall strategy for assigned accounts, incorporating regional, divisional & business unit level account goals and objectives.

• In the case of global key accounts with ANZ locations, creating the local strategy in alignment with the global corporate account plan.

• Lead & advance the strategic relationship at C-Suite level including handling multi-tier customer partners at both local ANZ and global level, in the case of global key accounts.

• Develop & expand relationships at both senior & operational levels within the account to advance Thermo Fisher’s access and opportunities to grow share of wallet (SOW) and share of market (SOM). Through strong internal partnership both locally and globally, create account leverage across the full breadth of the entire Thermo Fisher portfolio including Patheon & PPD to advance Thermo Fishers position as the supplier of choice!

• Create & align specific proposals and offerings to company objectives by working with local, regional and divisional teams and senior leadership in ANZ. Lead the business objectives for the account strategy including umbrella financial objectives, price realization and compliance metrics.

• Define opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in share of wallet. Conduct regular key account reviews and business updates to key partners within Client Company and within Thermo Fisher Scientific ANZ.

• Extensive understanding of the landscape within the accounts handled and the broader market and utilise this understanding to build advantage for Thermo Fisher Scientific. Champions the company value proposition and is an ambassador for Thermo Fisher brands and products. Demonstrates the highest level of solution expertise, value creation and masters negotiations to positive outcomes at senior executive levels within the customer organisation.

• Utilise deep expertise in demonstrating analytics to analyse customer metrics and make relevant improvements through the use of the PPI business system to the improve customer experience with Thermo Fisher Scientific. Incorporates the 4i’s into all actions, plans, strategies & interactions. Acts as a resource to others to resolve the best course of action in compliance with quality processes and business objectives.

• Constant focus on cross functional or coordinated selling approaches to ensure the biggest win for the company. Uses professional relationships to protect partnerships & advance teamwork. Identifies and builds opportunities to initiate new connections that facilitate the achievement of strategic goals. Mentors and trains others on strategy!

• Deep expertise utilised in evaluating processes and identifying changes, gaps or adjustments in critical process which will benefit the customer experience.

• Acts as a resource to others to determine the best course of action in compliance with quality processes & business rules and regulations. Prioritises, considers alternatives and responds quickly and optimally to constantly evolving market conditions in order to benefit Thermo Fisher’s competitive position in the key accounts led.

• Champions initiatives across interpersonal boundaries to achieve new operational efficiencies & identifies and creates ways to expand partnerships that will facility the achievement of important goals

Internal Contacts

ANZ Senior Leadership Team

Divisional leadership

Business Unit Sales & Category Managers

Service Managers

Customer Service & Supply chain

Global Corporate Accounts team

External - Customers

CEO

CFO

Director/GM of Procurement

Vice Chancellor

Business leader

Minimum Requirements/Qualifications:

• Formal Tertiary qualification & a minimum of 3 years as a strategic account executive

• Track record of successful performance in a high focused and high intensity environments

• Strong business insight of our industry sector, its key players, its key trends and potential challenges

• Experience in working in a global and matrix organisation with a decentralised model (preferred)

Skills & Attributes

• Results oriented and driven to succeed

• Strong commercial skill with the ability to articulate and communicate business opportunities

• Skilled in establishing relationships and networks across company and divisions, driving alignment, common goals and clear accountabilities

• Strong organisational skills with an ability to prioritize based on key result areas, to handle time efficiently and to meet agreed deadlines

• Excellent written and verbal communication skills with a strong ability to influence and negotiate outcomes optimally.

• Validated high level of integrity and professional standards

• Strong computer skills in Microsoft Office and standard IT software systems i.e. CRM

Other Job Requirements:

• Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment.

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.