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Job ID :
55699BR
Location :
China - Beijing
:
Job Description

Essential Duties and Responsibilities

  • Achieve the planned growth for revenue and bookings in the assigned accounts/territory while maintaining or exceeding gross margin goals.
  • Owns the account management and ensures that account plans and sales activities are consistent with overall business goals. Conducts monthly and quarterly account reviews to reflect progress and market changes.
  • Possesses sufficient technical, operations and business knowledge to present a compelling value proposition to prospects and customers. Achieves revenue growth, profitability, expense control, process optimization, productivity, and customer satisfaction objectives.
  • Collaborates with customers to understand their business needs and strategic objectives, forms relationships with decision-makers and identifies, develops and closes enterprise services business opportunities.
  • Builds relationships at multiple levels of account and across all constituents.
  • Prospects across accounts to ensure that target opportunities are identified and developed across sites and geographies.
  • Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way ensuring Thermo Fisher is invited to all associated RFP’s.
  • Provides realistic sales forecasts to management and communicates any significant changes or developments in a proactive and timely manner.
  • Ensures client satisfaction by collaborating with other Thermo Fisher business units to provide a single face to the customer and ensuring that any major conflicts with customers are resolved.
  • Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively and to develop competitive differentiation.
  • Collaborates with other groups within Thermo Fisher to implement strategies, identify and address cross-selling and synergistic business opportunities and overcome obstacles.
  • Maintain strong collaborative working relationships with commercial key account and cooperate focus account team.
  • Ensures all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws.

Minimum Requirements/Qualifications:

  • Bachelor’s degree in Business or related or equivalent experience.
  • 3+ years experience on selling strategic service business solutions.
  • Ability to travel up to 50%.
  • Advanced PC skills, especially in Word, Excel, and PowerPoint.
  • Sales or operations experience in research or clinical industry.
  • 1+ year experience on key account management

Non-Negotiable Hiring Criteria: (key quantifiable skills or position requirements that the candidate must have to be considered for this position.)

  • Strong collaborative track record, which includes working within a matrix environment along with the ability to find solutions to a common goal.
  • Familiarity with commercial operations, relationship management and marketing tools.
  • Excellent English communication skills, both written and oral.
  • Reflector style – able to learn from mistakes and always wants to achieve best possible performance.
  • Ability to develop high levels of credibility and forge solid and positive professional relationships with customers, peers, and upper management.
  • Self motivated; bias for action.
  • Effective negotiating and influencing skills.
  • Experienced in driving customer allegiance and growing existing customer base

Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement.



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