Key Account Manager, Africa

Work Schedule

Environmental Conditions

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 partners
• Practical 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 colleagues
• Knowledge 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 level
• Excellent communication and presentation skills.
• Language capability: English: full professional proficiency. Proficiency in an additional European language desirable.
• Good financial analysis skills.
• International travel
• Commitment to personal development.