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Focus Account Manager EMEA (m/f/d)
Job ID: 230576BR

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $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, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global 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.

Discover impactful work:
The Focus Account Manager EMEA is part of 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 lab 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 Germany.

A day in the life:

The Focus Account Manager (KAM) EMEA is responsible for selling the LPE or LE portfolio to a defined number of Focus accounts. The Focus accounts will be selected based on their current revenue profile as well as future growth opportunity. The Focus Accounts are split into two categories;

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

The KAM 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 either LPE or LE products.

• Increase sales volumes of assigned accounts to ensure achievement of defined sales goals
• Uncover 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 accounts
• Leverage our existing Corporate contracts to drive additional LPE or LE revenue in the account
• Increase network of stakeholders within the Focus accounts
• Build 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 events
• Conduct regular growth-oriented business reviews with each assigned Focus account
• Lead all proposal development activities, either in response to a customer RFP or proactively, including value proposition, terms, and negotiating pricing; lead Large Deal Approval process to justify business proposal
• Remove all obstacles to secure incremental revenue for Thermo Fisher Scientific
• Collaborate with relevant Field & TSS teams to ensure the full LPG portfolio is sold
• Provide and maintain a regular forecast to ensure the business has clear visibility of future demand of the Focus accounts
• Provide routine feedback regarding competitors, market trends and customer requirements

The keys to success:

• Bachelor 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 team
• Strong organisational and leadership skills
• Shown success in building collaborative rela