Strategic Accounts Relationship Director

1 settimana fa

Milan, Italia Thermo Fisher Scientific A tempo pieno

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

The Strategic Account Relationship Director (SAR) is the primary client contact for existing business across all services and sites of Thermo Fisher’s Pharma Services Group (PSG). This team champions relationships and expands business by providing a harmonized, elevated client experience to our top biopharma accounts. We identify and facilitate initiatives that enable growth, resolve issues, reduce costs, and improve performance. The ideal candidate will have a history of success leading high-value client relationships in a matrix environment resulting in business growth and client satisfaction.

This role can be based in UK, Italy, Switzerland, Netherlands & Belgium.

Key Responsibilities
  1. Implements and leads a robust, cascading governance program for client portfolios across multiple service lines and global sites.
  2. Reports and facilitates actions based on key performance indicators that measure overall relationship health and operational performance.
  3. Proactively prevents and handles above-site issues by cascading communications, engaging as needed with internal and client executives.
  4. Delivers maximum value from assigned client portfolios by ensuring contract compliance and facilitating improvement initiatives.
  5. Facilitates harmonization across sites and continuous improvement using a PPI approach.
  6. Develops senior-level relationships internally and within client’s organization to enable stellar customer support and an improved customer experience.
  7. Understands the key operating cycles and imperatives of the client: Budget cycle, strategic sourcing priorities and business processes.
  8. Accurately forecasts, communicates and reports on sales objectives within customer relationship management systems and reporting tools.
  9. Strong ability to lead through influence and drive forward action.
  10. Ability to adapt and navigate through ambiguity and change by outstanding interpersonal and communication skills.
  11. Demonstrates strategic ‘big picture’ thinking and makes informed decisions that align with organizational goals.
Minimum Requirements/Qualifications:
  1. A minimum bachelor’s degree required, preferably in a scientific field (such as chemistry, biochemistry, chemical engineering), pharmacy, or a business-related field. MBA highly preferred.
  2. Previous high-value account or project management experience in pharmaceutical or comparable industry is required.
  3. Knowledge of pharmaceutical product development, cGMP requirements and CDMO / CRO services is highly preferred.
  4. Strong analytical skills and understanding of financial models is required, including experience balancing cash flow, revenue, risk and other factors in complex, high value deal structures.
  5. Proven success engaging with executives, including C-suite.
Hiring Criteria:
  1. Minimum of 10-15 years in commercial, program management, relationship management type roles.
  2. Demonstrated experience working with complex initiatives in a matrix environment with broad, high-value impact.
  3. A strong teammate with consistent record to coordinate activities and influence actions across a team and Company.
  4. Strong negotiation and communication skills.
  5. Self-motivated, bias for action, and strong customer advocacy.
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