Associate Director, Key Accounts, West *

Sales/Retail/Business Development Employment Type: Full Time Contact Information Reference Code: CG20070410-78551_2 About Us Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer. With annual revenues of $10 billion, we have more than 30,000 employees and serve over 350,000 customers within pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as environmental and industrial process control settings. Serving customers through two premier brands, Thermo Scientific and Fisher Scientific, we help solve analytical challenges from routine testing to complex research and discovery. Thermo Scientific offers customers a complete range of high-end analytical instruments as well as laboratory equipment, software, services, consumables and reagents to enable integrated laboratory workflow solutions. Fisher Scientific provides a complete portfolio of laboratory equipment, chemicals, supplies and services used in healthcare, scientific research, safety and education. Together, we offer the most convenient purchasing options to customers and continuously advance our technologies to accelerate the pace of scientific discovery, enhance value for customers and fuel growth for shareholders and employees alike. All of our employees share a common set of values - Integrity, Intensity, Innovation and Involvement. Our ability to grow year after year is driven by our ability to attract, develop and retain world-class people who will thrive in our environment and share in our desire to improve mankind by enabling our customers to make the world healthier, cleaner and safer. If you share in our values and if you're looking for an employer who is strongly committed to developing talent and rewarding achievement, come grow with us at Thermo Fisher Scientific. Thermo Fisher Scientific is an Equal Employment Opportunity and Affirmative Action employer. Job Description Associate Director, Key Accounts, West * Summary The Associate Director of Strategic Accounts is responsible for developing strategic key accounts in order to meet the combined sales objectives.  This includes the identification and development of service opportunities across the various groups within a large Pharmaceutical Company (Big Pharma) or other designated accounts deemed “key”, setting goals and developing the specific plans to meet these goals, and justifying the internal resources required to support the goal achievement.  This position reviews analyses of activities, costs, operations and forecast data to determine progress toward stated goals and objectives.  This position confers with corporate senior management and operations senior management to review achievements and to discuss changes in goals and objectives resulting from current status and conditions.Essential Duties and Responsibilities:• Provide Business Development Leadership across services provided from FBS in order to meet or exceed the assigned key account business development goals • Develops and executes business development strategies designed to support the attainment of assigned key account revenue and sales goals • Prepares and executes a key account development plan with milestones and targets • Develops specific short and long-term plans and programs, together with supporting budget requests and financial estimates, in support of the specific key account development plan • Manages key account client expectations through business unit account executives, program managers, client services and opeations in order to meet plans objectives • Identifies senior level decision makers within key accounts, their roles and objectives, position FBS as a provider of choice • Ensures negotiations with customers provide contracts and agreements that are properly reviewed and authorized by operations and executive management, where appropriate • Reviews business development performance against plans and performance standards.  Interprets results, communicates to executive management and implements changes in the plans • Collaborates with relevant BioPharma and ThermoFisher business units in carrying out responsibilities in order to leverage any opportunities including the integration of a global approach • Provides suggestions for new services or areas of technology that meet or exceed industry expectations as defined by FBS strategic directionQualifications:Education and/or ExperienceMinimal requirement include a BS/BA or equivalent in business or science with 10 years of progressive business management experience with 5 years of senior management business development and/or sales experience.  An advanced degree is preferred plus direct experience with Big Pharma account management.Certificate and/or LicensesValid driver’s license and passportSupervisory ResponsibilityIndirect responsibility in terms of team leadership for related business development, customer service and operations personnel engaged with supporting the key account goalsInternal and External ContactsInternal contact at all levels of the unit and the corporation.  Ultimately responsible to the FBS General Manager.  Presents plans and recommendations to any senior level staff or line organization as needed.  Accessible to all employees on a one/one basis and in group settings such as staff meetings, town meetings and focus groups.External contacts with all customers, regulatory agencies, government officials, community leaders, vendors and academic heads.  Must be able to present FBS capabilities, and negotiate for market share.This position requires superior analytical skills and problem solving.  Sound administrative skills, and well developed strategic skills.  A participatory management style is required with well developed interpersonal skills.  Must be a tactful and mature person with the ability to get along with diverse personalities.  Must also be results oriented with strong decision making ability.Physical DemandsEvening and weekend customer entertainment with 25% overnight travel required.  Normally required to drive and or fly to and from customer locations.  Ability to lift and carry a lap top computer, LCD projector and promotional materials into customer facilities frequently weighing 10-25 pounds.  Intellectually and psychologically challenging situations where critical decisions must be made.Work ScheduleHome office schedule requires minimally 8:00 AM – 5:00 PM, Monday thru Friday. Meetings and travel will dictate additional hours outside of the aforementioned. Typical evening and weekend business commitments required.Other FactorsInternational travel may be required Education: BachelorsJob Level: Director