Senior Manager, Strategic Key Accounts

🔥 2 minutes ago

🐊 Florida, New York, +7 more states – Remote

🐊 Florida – Remote 🗽 New York – Remote 🌲 North Carolina – Remote 🌲 Oregon – Remote 🚗 Michigan – Remote 🏰 Missouri – Remote 🤠 Texas – Remote ⛷️ Utah – Remote ⚔️ Virginia – Remote

💵 $161.4k - $183.2k / year

⏰ Full Time

🟠 Senior

👔 Manager

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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

• Develop and execute strategic account plans covering customer priorities, growth opportunities, relationship strategies, risks, and expansion actions • Serve as the primary commercial contact for strategic accounts and build relationships across customer procurement, operations, R&D, quality, regulatory, supply chain, commercial, and executive leadership teams • Manage contracted business, including commercial performance, customer commitments, pricing, volumes, contractual obligations, service levels, and expansion opportunities • Lead commercial negotiations for existing and new business, including pricing, volume commitments, supply agreements, statements of work, fee schedules, amendments, and other 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 against financial and operational metrics 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 • Serve as the commercial link between customers and Thermo Fisher Scientific’s cross-functional and business-unit teams • Coordinate responses to technical, operational, quality, supply, and commercial customer inquiries • Analyze customer strategies, IVD market dynamics, competitive activity, technology trends, and product lifecycles • Develop understanding of customer platforms, assays, calibrators and controls, system fluids, manufacturing strategies, sourcing models, production locations, and product plans • Partner across Thermo Fisher Scientific divisions and businesses to deliver broader solutions • Maintain an accurate opportunity pipeline and provide revenue, opportunity, and account forecasts • Advocate for customers while balancing customer requirements with 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 the 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 IVD, diagnostics, medical devices, or other regulated industries • Strong business and financial acumen, including revenue, margin, pricing, cost drivers, forecasts, and key 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 • High degree of customer orientation, ownership, responsiveness, and professional judgment • Strong proficiency with Microsoft Office, particularly PowerPoint, Excel, and Word • Candidate should reside within reasonable proximity to a major airport • Ability to travel approximately 20–30%, including domestic and international travel as required

🏖️ 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 • Short- and long-term disability in accordance with company policy • Competitive 401(k) U.S. retirement savings plan • Employees’ Stock Purchase Plan (ESPP) with the opportunity to purchase company stock at a discount • Variable annual bonus based on company, team, and/or individual performance results, in accordance with company policy