Job Description

Job Title: National Focus Accounts Manager Reports To: Director, Focus Accounts Group/Function: Shared Services / General Management Location: Mumbai When you are part of the team at Thermo Fisher Scientific, you’ll do important work that enables our customers to build a healthier, safer and cleaner world. Surrounded by collaborative colleagues, you’ll have the support and opportunities that only a global leader can give you. Our respected, growing organization has an exceptional strategy for the near term & beyond. Take your place on our strong team and help us make significant contributions to the world. Job Purpose:

• Establish the strategy to build long term relationship with the Key Accounts of Thermo Fisher Scientific for the country.
• Implements sustainable action plans to establish Thermo Fisher Scientific as a Brand among the Key Accounts that will contribute to the high growth opportunities Responsibilities:
• Develop strong relationships at the key customer accounts to build a strong partnership for expanding the business opportunities across all divisions.
• Develop and implement an account plan to grow the revenues at the account above market average.
• Deliver on revenues on the Annual Sales Plan in line with Sales budget defined.
• Monitor product mix performance & implement corrective measures where necessary
• Be accountable for the commercial performance & growth in share of wallet of the Focus account
• Work with the BU sales teams to manage price / performance matrix and optimize & capture price where possible.
• Produce monthly prospect pipeline & forecast
• Take a hands-on approach, and act as escalation point for all customer & system issues.
• Collaborate with Service In charge to develop joint initiatives and provide appropriate customer care according to CAS measure.
• Work with cross divisional teams to meet the objectives and goals of the focus account program
• Facilitate executes necessary seminars, meetings etc with Key Decision makers of the account, along with respective divisions in India.
• Build connects with Global Account Managers/decision makers at Thermo Fisher Scientific in respective divisions.
• Follows up on actions post these meetings & enables the internal sales/operations process to deliver product or service.
• Build strong communication with the sales, service and operation teams that support the account to establish high CAS scores which should be at least 5 basis points above company CAS. Key Relationships:

• External: Decision –makers within the key accounts
• Internal: Sales/service/application representatives and BU heads/sales managers that work with the respective account.

• Post Graduate / Graduate preferably in Science with Account Management experience of working in a complex, matrix environment.
• 10 to 15 years’ experience for National focus account Manager / 7 to 10 years for Focus account Manager
• MBA / Management qualification preferred.

• Proven experience in handling major Pharmaceutical and Bio Pharmaceutical key accounts.
• In depth knowledge of Pharmaceutical /Bio Pharmaceutical workflows that contribute to growth drivers in the sector.
• Experience of managing key relationships, execution of contracts in the key accounts.
• Strong communication, presentation and negotiation skills.
• Should have the experience in leading direct & indirect teams to deliver results
• Strong analytical skills and problem-solving skills