Director, Key Accounts

Work Schedule

Environmental Conditions

Job Description

The National Sales Director will have responsibility for managing the Canadian program account business. This individual will maintain their existing program accounts and assume management accountability for those Canadian based Industry Directors with Canadian program account responsibility. This individual will be involved with all aspects of Canadian program accounts, from commercial strategy and execution, building key customer relationships, to working collaboratively with the functional teams to ensure we support our customers and grow above market.

This role will continue to be accountable for relationship and account management at their assigned accounts to drive market penetration and profitability, while achieving sales and profit forecasts.

Key responsibilities will be:

• Drive overall revenue growth and profitability of program account business
• Accountable for overall strategy and execution within all program accounts
• Provide leadership and support to Industry Directors
• Expand corporate customer relationships
• Focus on business development activities
• Coordinate on pricing strategies based on market dynamics
• Work closely with functional leads to ensure effective processes in place to support customer needs
• Play an active role in AOP, proforma’s, forecasting, FX management and other finance related requirements

• Evaluate performance of Industry Directors relative to customer performance and executive sales process; drive training for Industry Directors; provide support and guidance to Industry Directors to ensure they operate at a strategic level within their account base.
• Ensure reports are coordinating with field sales resources to ensure tactical execution at the program accounts, driving profitable sales growth and various sales initiatives.

Keys to Success:

Education

• Bachelor’s degree required; MBA preferred

Experience

• 10+ years of relevant work experience; strong background in science
• Prior people manager experience preferred

Knowledge, Skills, Abilities

• Confirmed ability to maintain and grow senior level customer relationships across multiple areas like Finance, Sourcing, Production, Research, Materials Management
• Strong financial analysis, negotiation, and project management skills
• Strong leadership skills in a matrix environment
• Demonstrated sales record
• Bilingual, English/French preferred
• Knowledge of Word, Excel, and PowerPoint a must; contact management software a plus
• Able and willing to travel to customer locations
• Demonstrates the Thermo Fisher values (The Four I’s) – Integrity, Intensity, Innovation, and Involvement