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Global Strategic Accounts Head

2 weeks ago

Singapore Merck KGaA Full time

Work Your Magic with us

Ready to explore, break barriers, and discover more? We know you've got big plans '“ so do we Our colleagues across the globe love innovating with science and technology to enrich people's lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.

**Global Strategic Accounts Executive - Science and Lab Solutions
**Your role**:
You will be responsible for assigned Diagnostic Global Strategic Accounts (GSA) globally through the implementation of globally defined account strategies that deliver sales growth, profitability & service. You will work within a matrix environment to ensure collaborative interactions with regional sales & service organizations that drive top and bottom-line sales growth and ensure that global strategic customers receive the highest levels of quality and service. Overall responsibility for the relationship and business management of ~3-4 Diagnostic Global Strategic accounts to deliver increased sales growth and drive profitability.
- Formulating & implementing global account strategies and account plans that maximize sales growth, profitability and service through customer-centric solutions differentiating the Company from competitors
- Develop enhanced negotiation strategies to ensure maximization of revenue from strategic contracts and relationships.
- Managing & developing strategic global relationships across procurement, technical, scientific and commercial contacts by building collaborative relationships.
- Negotiating, renewing and implementing global contracts at assigned accounts
- Develop clear and agreed service level agreements across the organization, where appropriate, to minimize costs and maximize success. Leverage understanding of GSA support organizations (notably Customer Excellence, ISCO and Quality Services) to drive the development and implementation of those needed capabilities
- Ensure effective communication with key stakeholders and ensuring that all are up-to-date with account strategy, key developments and performance.
- Work within a matrix environment through regional/local sales organizations to direct and support local account teams in order to deliver on these strategies and drive top and bottom line growth across the business and drive best practices
- Support and guide the local sales organizations in developing contracts
- Improve pricing leverage through discount management and competitor intelligence.
- Support the coordination of internal resource through regional/local service organizations to meet customer service expectations.
- Lead and support global & regional process Improvement initiatives.
- Work with counterparts within the team, with customers, and across the organization to identify, implement, and drive customer centric solutions that position the Company as a critical long-term partner to these accounts.
- Coordinate with Account Management groups and their support structures to share and appropriate best practices, challenge approaches, and ensure all programs are best in class.
- Responsible to network widely across the organizations, to ensure capability knowledge and coordination. Active participation on multiple critical projects of strategic significance within Applied and across Life Science tied to M&A activity, Dealers, etc.

**Who you are**:

- Requires a Scientific or Business diploma /degree. PhD or MBA is desirable
- Work Experience: Requires a minimum of 7 years (international) sales experience and/or procurement, business development, senior negotiator, preferably in an international company.
- Strategic agility
- Strong leadership skills, necessary to utilize with customers and within the matrix organization
- Knowledge of the Applied businesses, including strategy, processes, customer requirements and organizational resources
- Experience working in a customer centric organization, delivering custom solutions & projects critical to customers’ success
- Strong track record of sales experience in a global/complex environment, and consistently delivering results
- Strong business and finance acumen
- Proven ability to build cross organizational alliances
- Experience in some combination of supply chain, and/or technical depth associated with our applied customers
- Commercial negotiations experience required, including multinational and high value agreements.
- Demonstrable knowledge and judgment about legal and commercial topics within commercial contractual agreements
- Superior written and verbal communication skills Willing to travel internationally

**What we offer**:We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We celebrate all dimensions of diversity and believe that it drives excellence and inn