Key Accounts Executive, Business Development

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🔥 0 minutes ago

🌵 Arizona, California, +3 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote 🌲 Oregon – Remote ⛷️ Utah – Remote ☕ Washington – Remote

💵 $143.9k - $196.3k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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Thermo Fisher Scientific

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1956

🧬 Biotechnology

💊 Pharmaceuticals

🔬 Science

Biotechnology • Pharmaceuticals • Science

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

• Own a regional new-business target focused exclusively on securing signed, multi-year committed distribution agreements within target health systems • Proactively identify, target, and penetrate priority health systems not under committed agreement • Build and execute aggressive account acquisition strategies that result in measurable contracted revenue growth • Develop executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to create enterprise alignment and sponsorship • Generate, qualify, and maintain a robust, high-value pipeline of enterprise opportunities • Lead complex negotiations from initial engagement through signed agreement, including pricing strategy, contract structure, and performance commitments • Develop and defend internal business cases to secure executive approval for strategic pursuits • Orchestrate cross-divisional resources to deliver compelling financial, operational, and clinical value propositions • Drive disciplined opportunity management, milestone execution, and forecast accuracy • Monitor market consolidation, competitive displacement opportunities, and emerging health systems initiatives to proactively create new entry points • Develops comprehensive strategic account plans and drives disciplined execution in partnership with the local team and the customer to achieve defined business outcomes • Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority

🎯 Requirements

• Bachelor’s degree required; MBA or advanced degree preferred • 7+ years of progressive commercial experience with at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales • 2+ Years of leadership experience is a plus • Demonstrated success closing large, multi-million-dollar, multi-year agreements within IDNs or corporate healthcare systems • Proven “hunter” track record — evidence of breaking into new accounts and converting them into contracted customers • Strong history of meeting or exceeding aggressive revenue and contract acquisition targets • Experience within diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred • Experience operating effectively within a matrixed, enterprise organization • Knowledge, Skills & Competencies - Enterprise account penetration strategy expertise • Advanced negotiation and deal structuring capabilities • Strong financial acumen (ROI modeling, margin analysis, long-term contract economics) • Ability to navigate complex IDN decision-making hierarchies • Executive presence and persuasive communication skills • High resilience, urgency, and competitive drive • Self-starter mentality with disciplined pipeline management. • Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC

🏖️ Benefits

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs • Employee assistance and family support programs, including commuter benefits and 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, and short- and long-term disability in accordance with company policy • Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan • Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount