Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Strategic Partnerships Commercial Leader – Clinical, Healthcare, Pharma & Applied Markets

The purpose of this role is to develop and implement a strategic plan for managing accounts and leading the team in the clinical, healthcare, pharmaceutical, and applied markets to reach business objectives in the short and long term.

The position is also responsible for the management of strategic relationships between assigned their own key accounts and Thermo Fisher Scientific. Specifically, the position will plan and implement an account strategy designed to increase share of wallet and partner with key customers at the highest levels.

Key Responsibilities:

• Leading all aspects of the revenue accountability for key accounts in the vertical markets, leading all aspects of your own accounts within the role of a key account manager. Build the overall strategy for key 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 a team of key account managers. Lead & advance the strategic relationship at C-Suite level between the accounts and Thermo Fisher Scientific ANZ, including handling multi-tier customer partners at both local ANZ and global level for some accounts.
• Develop & expand positive relationships at both senior & operational levels within all accounts to advance Thermo Fisher’s access and opportunities to grow share of wallet (SOW) and share of market (SOM). Drive strong internal partnership within the key accounts team 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 and key clinical, healthcare, pharma and applied strategies by working with local, regional and divisional teams. Be responsible for the business objectives for the key accounts including umbrella financial objectives, price realization and compliance metrics. Identify and manage opportunities and initiatives like packages, rebates and discounts to improve wallet share among owned accounts and team member accounts. Develop, conduct and coach key account managers through regular business reviews with customers.
• Ensure that the management of contracts and pricing at the customer group level is carried out by the account representatives to secure a successful partnership between the customer and Thermo Fisher Scientific. Extensive understanding of the clinical competitive landscape within the accounts handled and the broader market and utilise this understanding to build advantage for Thermo Fisher Scientific. Champions and coaches team members in the Thermo Fisher Scientific company value proposition and is an ambassador for our 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.
• Mentors and trains the key account managers on strategy. Deep expertise utilised in evaluating processes and identifying changes, gaps or adjustments in critical process which will benefit the customer experience.
• Identifies and creates ways to expand partnerships that will facility the achievement of important goals.

Minimum Requirements/Qualifications:

Qualifications & Experience

• Formal Tertiary qualification
• Minimum of 5 years as a sales manager leading people desired
• Track record of successful performance in a focused and high intensity environment
• Strong business insight of our industry sector, its key players, its key trends and potential challenges (preferred)
• Experience in working in a global and matrix organisation with a decentralised model (preferred)
• Experience acquired across several companies (preferred)

Skills & Attributes

• Results oriented and driven to succeed
• Strong commercial skill with the ability to articulate and communicate business opportunities within the clinical market in ANZ
• Ability to translate sophisticated and large amounts of information and priorities into implementable strategies that get results.
• Skilled in establishing relationships and networks across company and divisions, driving alignment, common goals and clear accountabilities
• Strong social skills with an ability to prioritize based on key result areas, to manage time optimally and to meet agreed timelines
• Ability to optimally operate with ambiguity and lead change
• Excellent written and verbal communication skills with a strong ability to influence and negotiate outcomes successfully.
• Demonstrated high level of integrity and professional standards

Other Important Information

• Travel requirement for this position 30 - 40%.

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.