Director, Strategic Accounts

🔥 19 hours ago

🌲 North Carolina, Ohio, +1 more states – Remote

🌲 North Carolina – Remote 🏈 Ohio – Remote 🍂 Massachusetts – Remote

💵 $155k - $210k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Thermo Fisher Scientific

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1956

🏥 Healthcare

📦 Logistics

🏭 Manufacturing

Healthcare • Logistics • Manufacturing

Thermo Fisher Scientific is the world leader in serving science, with annual revenue of more than $40 billion. Their mission is to enable customers to make the world healthier, cleaner, and safer by supporting life sciences research, solving complex analytical challenges, increasing laboratory productivity, and improving patient health through diagnostics and the development of life-changing therapies. With a global team, they offer innovative technologies and pharmaceutical services through brands such as Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon, and PPD.

📋 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 key opportunities, risks and partnership topics • Own and manage selected strategic account relationships and performance • Develop client-specific value propositions that enable growth, resolve issues, reduce costs and improve performance • Develop deep client relationships and growth plans and lead group-level commercial processes • Open and close new molecules and services through sales and corporate accounts teams • Lead group-level governance, monitor relationship health and expand existing business • Drive growth, profitability, share-of-spend and strategic growth objectives • Contribute to account AOP target setting, pipeline review and performance management • Lead and develop a global team of Strategic Account Leaders, setting expectations for account strategy, growth, customer experience and execution • Coach Strategic Account Leaders to build senior and C-suite relationships • Guide strategic priorities including growth plans, negotiation strategy and partnership discussions • Implement and continuously improve standardized processes and templates for financial reporting, governance, growth plans, account metrics, escalations and dispute resolution • Drive cross-divisional opportunity creation and expansion through enterprise synergies, portfolio whitespace, bundles, incentives and rebates • Influence leaders on customer growth priorities, capacity, investment, pricing, contracting and enterprise priorities • Manage performance, coaching, succession planning, talent attraction, retention and development

🎯 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 • Demonstrated ability to develop enterprise account strategies, translate customer pipeline and portfolio insight into commercial priorities, and capture business across multiple divisions or service lines • Extensive experience building trusted relationships and influencing senior executives and C-suite stakeholders, internally and externally • Proven 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 • Competitive 401(k) U.S. retirement savings plan • Employees’ Stock Purchase Plan (ESPP) with discounted company stock • Fully remote work arrangement