Logo of Huzzle

Strategic Key Accounts Director

  • Job
    Full-time
    Expert Level
  • Consulting
    Sales & Business Development
  • Milan

AI generated summary

  • You need a science or business degree (MBA preferred), 10+ years in account management, knowledge in pharma development, strong analytical skills, and proven success in executive engagement.
  • You will develop account growth plans, lead management teams, address client needs, facilitate governance, report on performance, ensure compliance, and build influential relationships for strategic initiatives.

Requirements

  • A bachelor’s degree required, preferably in a scientific field (such as chemistry, biochemistry, chemical engineering), pharmacy, or a business-related field. MBA highly preferred.
  • Account management experience in pharmaceutical or comparable industry is required.
  • Knowledge of pharmaceutical product development, cGMP requirements and CDMO / CRO services is highly preferred.
  • Strong analytical skills and understanding of financial models is required to balance factors such as cash flow, revenue recognition, return on investment, and allocation of risk in complex, high value deal structures.
  • Success engaging with executives, including C-suite.
  • Minimum of 10 years' experience in commercial, program management, relationship management type roles.
  • Demonstrated experience working with complex initiatives in a matrix environment with broad, high-value impact.
  • A strong teammate with consistent record of successfully coordinating activities and actions across all organizational levels.
  • Strong negotiation and communication skills.
  • Self-motivated, bias for action, and strong customer advocacy.

Responsibilities

  • Develop and action Account Growth Plans for assigned PSG accounts
  • Lead successful Account Management Teams (AMTs) for PSG and support corporate-level AMT to generate and timely progress opportunities to closure
  • Use understanding of client needs, our capabilities and financial considerations to identify and progress proactive, above-funnel, strategic offerings
  • Lead a robust, cascading governance program for client portfolios across multiple service lines and global sites
  • Report and facilitate actions based on key performance indicators that measure overall relationship health and operational performance
  • Proactively prevent and handle above-site issues by cascading communications, engaging as needed with internal and client executives
  • Deliver maximum value by improvement initiatives and ensuring contract compliance
  • Facilitate harmonization across sites and continuous improvement using a PPI approach
  • Implement network-level sales and operations planning processes where valuable
  • Accurately forecast, communicate and report on sales objectives within customer relationship management systems and reporting tools
  • Build credible, influential relationships with a broad network of internal and external partners to effectively lead through influence
  • Drive forward action with positivity and resiliency to changing business environments

FAQs

What is the work schedule for the Strategic Key Accounts Director position?

The work schedule is standard, Monday through Friday.

What is the primary responsibility of the Strategic Account Leader (SAL)?

The SAL is responsible for delivering growth for the most important customers of Thermo Fisher Scientific's Pharma Services Group by developing deep client relationships and leading group-level commercial processes.

What educational background is preferred for this position?

A bachelor’s degree is required, preferably in a scientific field, pharmacy, or a business-related field. An MBA is highly preferred.

What type of account management experience is required for this role?

Account management experience in the pharmaceutical or a comparable industry is required.

How many years of experience are required for this position?

A minimum of 10 years' experience in commercial, program management, or relationship management roles is required.

What skills are crucial for this role?

Strong analytical skills, negotiation and communication skills, and the ability to engage with executives, including C-suite, are crucial for this role.

What does the SAL need to do in terms of client relationship management?

The SAL needs to lead group-level governance, monitor relationship health, and expand existing business by providing a harmonized, elevated client experience.

Is knowledge of pharmaceutical product development important for this role?

Yes, knowledge of pharmaceutical product development, cGMP requirements, and CDMO/CRO services is highly preferred.

What type of environment will the Strategic Account Leader be working in?

The position is in an office environment, and the SAL works in a matrix environment.

Are there specific tools or systems that the SAL will need to use?

Yes, the SAL will need to accurately forecast, communicate, and report on sales objectives within customer relationship management systems and reporting tools.

The World Leader In Serving Science

Science & Healthcare
Industry
10,001+
Employees

Mission & Purpose

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 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.