Director, Account Management

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. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing efficiency in their laboratories, we are here to support them. Our team of more than 100,000 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.

Group/Division Summary: This position is part of our Material and Structural Analysis Division (MSD). MSD supplies innovative solutions for microscopy and microanalysis. Using scanning and transmission electron microscopes and DualBeam™ FIB-SEMs, combined with sophisticated software suites, our customers can combine high-resolution imaging with physical, elemental, chemical, and electrical analysis to go from questions to usable data. Our solutions enable customers to push the boundaries of productivity and innovation.

Position Summary: The Director of Account Management is responsible for all sales activities, direct sales/indirect sales (distributor and channel partners) and customer satisfaction. The Director is accountable for the strategic development, implementation and the execution of the Electron Microscopy business in the region. The Director will lead a sales team to accelerate and report on bookings, revenue generation and meet/exceed customer expectations.

Key Responsibilities:

• Deliver bookings and revenue consistent with the target/budget.
• Determine sales targets and keep weekly forecast and pipeline updates.
• Lead a team of account managers, product specialists and sales developers to ensure activity is aligned with overall segment strategy.
• Lead the sales development through regional organization, in line with marketing guidelines set by the Business Units.
• Increase market share/penetration by developing a marketing plan and identifying new markets and prospective customers for all aspects of electron microscopy.
• Act as Thermo Fisher Scientific’s face to customers/point person. Responsible for customer satisfaction and for developing strong customer relationships at senior levels (C-suite, R&D, Finance, Operations) to secure long-term dedication to Thermo Fisher Scientific. Deliver support and feedback as needed
• Provide timely and consistent reporting to management and Business Units about business outlook within the region.
• Develop academia and pharma segment strategy by working with team members, business development managers, Business Unit product marketing and cross-functional colleagues.
• Drive alignment, collaboration, and clear roles/responsibilities in the working relationship between Corporate Sales, Service Leaders, and Account Managers.
• Support colleagues with robust business plans; ensure continued alignment with overall strategy and expectations.
• Deliver strong sale and sales development process coaching, formal and in person.
• Monitors, reports and controls all team expenses to ensure plans and targets are achieved.

Keys to Success:

Education

Undergraduate degree required; a technical degree / MBA is desired

Experience

10+ years of successful sales and account management leadership experience in technology-intensive large equipment is required. Specific experience in electron and light microscopy markets is helpful, particularly account development, innovative customer growth strategies, complex deal making, and management of associated markets.

10 or more years of experience in development and support of a sales team and customers is required. Additional experience of working jointly with Service Managers and Service Engineers in target markets is preferred.

Extensive background in Life Science and Pharma in sales and business development. Shown relationships with the North American Electron Microscopy customer base and Pharma Co’s is desired.

Experience working in a multinational company with a consistent track record leading successfully and achieving results in a matrixed management operating environment.

Knowledge, Skills, Abilities

Proven skills in sales leadership, strategic selling, negotiating, and presentation.

Must possess excellent verbal and written communications skills plus demonstrate strong leadership capabilities.

Proven track record with the development of appropriate sales-focused business processes (e.g. customer contact tracking, prospect development, sales lead qualification, order entry, pipeline management, forecasting, comp plan design, etc.).

Must possess excellent verbal and written communications skills plus demonstrate strong leadership capabilities.

Highly developed commercial and eye for business; an ability to recognize growth and profitability opportunities and capitalize on them

Comfort with strategy deployment tools and applying PPI, Lean, 6-sigma, or similar tools to drive operational and business improvements within a commercial organization.

Able to travel up to 60%.

Benefits

We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. We offer employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an inspiring company culture that stands for integrity, intensity, involvement, and innovation!