Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary:

The Key Account Manager, Africa will be responsible and accountable for implementing and driving the sales strategy in allocated accounts within a defined region. Key Accounts are defined as a) large strategic accounts b) named Program Accounts and c) key strategic Channel Partners.

The owner of the position is responsible for:

Achieving or exceeding sales and margin targets for allocated accounts by delivering share of wallet gain, new business opportunities and portfolio expansion.Coordination of overall account activity at defined key customers.Account development activities within existing accounts including definition and execution of an operational plan.Prospecting and delivering new business in new customers in line with the regional strategy.Communication of the company value proposition and value-added programs and services; tactical pricing and profitability; coordination of RFP response and RFP avoidance strategy.Developing and maintaining relationships at senior levels with customers, within the Fisher Scientific Channel, Thermo Fisher Scientific and external suppliers.Coordinating with Sales, Marketing, Supply Chain and Finance to support account specific initiatives and contribute to the business forecasting and planning process.Ensuring that personal development activities, including all mandatory training, are completed on time.

Minimum Requirements/Qualifications:

Bachelors degree (in a Science preferred)Commercial experience selling to customers in the scientific space, including end users and independent channel partnersPractical experience of exporting in an EMEA Emerging Market region.Strategy deployment experience: selling, negotiating, and project management skills preferred.Experience in establishing, maintaining and growing senior-level customer relationships across customer functional areas such as Sourcing, Production, Research, Facilities, Quality Assurance and Quality Control, and Materials Management is desirable.Experience of working in a Channels (distribution) business offering Value Added Service offerings is preferred.Ability to coordinate needs assessments and deliver a comprehensive value proposition which encapsulates the company’s capabilities.General understanding of business drivers and key performance indicators for the specified region.Proven experience in cooperation with field sales colleaguesKnowledge of key Microsoft tools is a must, sales force automation software a plus.

Non-Negotiable Hiring Criteria:

A clear demonstration of Thermo Fisher core values.Ability to understand executive level business drivers and communicate an appropriate value proposition to meet customers’ needs.Strong track record of driving sales at end user levelExcellent communication and presentation skills.Language capability: English: full professional proficiency. Proficiency in an additional European language desirable.Good financial analysis skills.International travelCommitment to personal development.