Senior Manager, Strategic Key Accounts

🔥 3 hours ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $161.4k - $183.2k / year

⏰ Full Time

🟠 Senior

👔 Manager

👻 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

• Develop and execute strategic account plans covering customer priorities, growth opportunities, relationship strategies, risks, and expansion actions • Serve as primary commercial contact for strategic accounts across procurement, operations, R&D, quality, regulatory, supply chain, commercial, and executive teams • Manage contracted business, including commercial performance, commitments, pricing, volumes, contractual obligations, service levels, and expansion opportunities • Lead negotiations for existing and new business, including pricing, volume commitments, supply agreements, statements of work, fee schedules, amendments, and commercial terms • Identify, qualify, and advance new business opportunities across the IVD customer portfolio • Lead quarterly business reviews and executive-level customer meetings • Monitor account performance and coordinate actions to address gaps, concerns, and risks • Partner with Finance, Operations, R&D, Quality, Regulatory, Legal, Supply Chain, and business-unit leadership • Develop commercial proposals, capability presentations, business cases, and customer-facing materials • Coordinate responses to technical, operational, quality, supply, and commercial inquiries • Analyze customer strategies, IVD market dynamics, competition, technology trends, and product lifecycles • Develop understanding of customer platforms, assays, calibrators, controls, system fluids, manufacturing strategies, sourcing models, production locations, and product plans • Identify outsourcing, transfer, consolidation, redesign, and supply opportunities • Maintain opportunity pipelines and provide revenue, opportunity, and account forecasts • Advocate for customers while balancing Thermo Fisher Scientific’s strategic, operational, financial, and contractual objectives

🎯 Requirements

• Bachelor’s degree required, preferably in Biology, Chemistry, Biochemistry, Engineering, Life Sciences, or a related scientific or technical discipline • 8+ years of relevant experience in strategic account management, business development, commercial leadership, or complex B2B sales • Experience preferably within IVD, diagnostics, medical device, biotechnology, pharmaceutical, or life sciences industries • Demonstrated success managing large, complex strategic customer relationships and developing long-term partnerships across multiple functions and organizational levels • Proven experience identifying, developing, negotiating, and closing complex commercial opportunities • Experience managing existing contracted business, including pricing, forecasts, contractual commitments, customer performance, and portfolio growth • Working knowledge of product development, manufacturing, operations, supply chain, quality, and regulatory requirements within regulated industries • Strong business and financial acumen, including revenue, margin, pricing, cost drivers, forecasts, and business performance indicators • Ability to evaluate commercial opportunities using ROI, IRR, NPV, capital requirements, and long-term profitability • Strong contract negotiation and commercial structuring skills • Excellent written and verbal communication skills • Ability to develop and deliver customer presentations, proposals, business cases, and executive-level business reviews • Strong strategic thinking and problem-solving skills • Success operating within a highly matrixed, global organization and leading cross-functional teams without direct reporting authority • Ability to manage multiple complex priorities, customer initiatives, negotiations, and internal workstreams simultaneously • Strong proficiency with Microsoft Office, particularly PowerPoint, Excel, and Word • Candidate should reside within reasonable proximity to a major airport • Willingness to travel approximately 20–30%, including domestic and international travel

🏖️ Benefits

• Variable annual bonus based on company, team, and/or individual performance • 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

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