Director, Strategic Accounts

🔥 10 minutes ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $155k - $210k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 0%

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Thermo Fisher Scientific

WebsiteLinkedInAll Job Openings

10,000+ employees

🧬 Biotechnology

💊 Pharmaceuticals

🏥 Healthcare

Biotechnology • Pharmaceuticals • Healthcare

Thermo Fisher Scientific is the world leader in serving science, with a stated mission to enable customers to make the world healthier, cleaner and safer. The company provides a broad portfolio of laboratory instruments, analytical technologies, diagnostics, consumables, software and services that support life‑sciences research, analytical testing, clinical diagnostics and the development and manufacture of therapies. Its operations and offerings (as described on its site and in its news) include advanced imaging and electron microscopes, chromatography and mass‑spectrometry systems, genetic and clinical testing, lab automation and AI tools, bioprocessing and contract development/manufacturing services (brands cited include Thermo Scientific, Applied Biosystems, Invitrogen, Gibco, Fisher Scientific, Unity Lab Services, Patheon and PPD). Thermo Fisher reports annual revenue over $45 billion and emphasizes corporate social responsibility, environmental and community programs alongside its scientific products and services.

📋 Description

• Lead a team of Strategic Account Leaders with accountability for strategy, growth, profitability and customer experience across PSG strategic accounts • Set direction for enterprise account planning and translate customer insight into coordinated cross-divisional strategies • Partner with Business Unit Presidents and Commercial, Business Management, Strategic Relationship Management, Finance, Operations, Marketing, Strategy and Commercial Operations leaders • Engage senior and C-suite customer stakeholders on major opportunities, risks and partnership topics • Own and manage select strategic account relationships and performance • Develop client relationships and growth plans, and lead group-level commercial processes to drive strategic growth and profitability • Partner with sales and corporate accounts teams to open and close new molecules and services • Lead group-level governance, monitor relationship health and expand existing business through a harmonized client experience • Drive growth, profitability, share-of-spend and strategic growth objectives • Contribute to account AOP target setting, pipeline review and performance management • Set expectations for account strategy, growth, customer experience and execution; foster accountability and collaboration • Coach Strategic Account Leaders in senior and C-suite relationship building, growth planning and complex deal negotiations • Implement and continuously improve processes and templates for financial reporting, governance, growth plans, account metrics, escalations and dispute resolution • Drive cross-divisional opportunity creation through enterprise synergies, portfolio whitespace, bundles, incentives and rebates • Align customer growth priorities with capacity, investment, pricing, contracting and enterprise priorities • Provide performance management, coaching and succession planning; attract, retain and develop strategic account talent

🎯 Requirements

• 10+ years of progressive commercial, strategic account, key account or relationship management experience within pharmaceutical services, CDMO, CRO, biotech, life sciences or related industries, including significant leadership responsibility • Proven success leading strategic account or commercial teams and delivering growth across large, complex global customer portfolios • Experience developing enterprise account strategies and translating customer pipeline and portfolio insight into commercial priorities • Experience capturing business across multiple divisions or service lines • Extensive experience building trusted relationships and influencing senior executives and C-suite stakeholders internally and externally • Ability to lead through a highly matrixed organization, align diverse stakeholders and drive cross-business execution without relying solely on direct authority • Strong financial and commercial acumen, including forecasting, profitability, strategic pricing, complex deal structuring, contracting, portfolio management and investment prioritization • Outstanding negotiation, influencing, communication and presentation skills, with strong analytical judgment, resilience and a bias to action • Demonstrated people leadership capability, including performance management, coaching, talent development, succession planning and inclusive leadership for senior commercial talent • Proficiency in Salesforce and other CRM or sales management systems • Ability to travel domestically and internationally approximately 20–30% • Bachelor's degree required; MBA or advanced scientific degree preferred

🏖️ Benefits

• Variable annual bonus based on company, team, and/or individual performance results • National medical and dental plans • National vision plan • Health incentive programs • Employee assistance and family support programs • Commuter benefits • Tuition reimbursement • At least 120 hours paid time off (PTO) • 10 paid holidays annually • Paid parental leave: 3 weeks for bonding and 8 weeks for caregiver leave • Accident and life insurance • Short- and long-term disability • 401(k) U.S. retirement savings plan • Employees’ Stock Purchase Plan (ESPP) with discounted company stock • Fully remote work arrangement

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