Sr. Manager, Strategic Key Accounts

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As part of the Thermo Fisher Scientific team youll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day as we enable our customers to make the world healthier cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the worlds toughest challenges.

Location: Remote; candidate should reside within reasonable proximity to a major airport

Travel: Approximately 2030% including domestic and international travel as required

How You Will Make an Impact

The Sr. Manager Strategic Key Accounts is responsible for developing managing and expanding relationships with strategically important customers within the global in vitro diagnostics (IVD) market.

This role serves as the primary commercial leader for assigned strategic accounts with responsibility for the full portfolio of existing business under contract as well as identifying developing negotiating and closing new business opportunities.

The Sr. Manager Strategic Key Accounts works across Thermo Fisher Scientific business units and functions to ensure successful execution of customer commitments strengthen long-term partnerships identify opportunities for portfolio expansion and deliver sustainable revenue and profitability growth.

What You Will Do

• Develop and execute comprehensive strategic account plans that define customer priorities growth opportunities relationship strategies risks and actions required to expand the partnership.
• Serve as a primary commercial point of contact for assigned strategic accounts building strong relationships across customer procurement operations R&D quality regulatory supply chain commercial and executive leadership teams.
• Manage the existing portfolio of contracted business including commercial performance customer commitments pricing volumes contractual obligations service levels and opportunities for expansion.
• Lead commercial negotiations for both existing and new business including pricing volume commitments supply agreements statements of work fee schedules contract amendments and other commercial terms.
• Identify qualify and advance new business opportunities across the IVD customer portfolio collaborating with customers and internal technical teams to develop solutions aligned with customer product manufacturing and lifecycle strategies.
• Lead quarterly business reviews and other executive-level customer meetings including preparation of performance scorecards business updates opportunity pipelines risk assessments and strategic priorities.
• Monitor account performance against established financial and operational metrics and coordinate cross-functional actions to address performance gaps customer concerns and emerging risks.
• Partner with Finance Operations R&D Quality Regulatory Legal Supply Chain and business-unit leadership to evaluate and execute customer opportunities and contractual commitments.
• Develop and coordinate commercial proposals capability presentations business cases and other customer-facing materials that clearly communicate Thermo Fisher Scientifics technical and commercial value proposition.
• Serve as the commercial link between customers and Thermo Fisher Scientifics cross-functional and business-unit teams ensuring effective communication alignment accountability and timely resolution of issues.
• Coordinate responses to technical operational quality supply and commercial customer inquiries ensuring appropriate internal subject-matter experts are engaged and customer expectations are effectively managed.
• Analyze customer strategies IVD market dynamics competitive activity technology trends and product lifecycles to identify opportunities for business expansion.
• Develop a detailed understanding of customer platforms assays calibrators and controls system fluids manufacturing strategies sourcing models production locations and long-term product plans to identify potential outsourcing transfer consolidation redesign and supply opportunities.
• Partner across Thermo Fisher Scientific divisions and businesses to leverage the breadth of the companys capabilities and identify opportunities to deliver broader solutions to strategic customers.
• Maintain an accurate pipeline of opportunities and provide timely revenue opportunity and account forecasts to commercial and business leadership.
• Advocate for the customer internally while balancing customer requirements with Thermo Fisher Scientifics strategic operational financial and contractual objectives.

Requirements

Educatio n

• Bachelors degree required preferably in Biology Chemistry Biochemistry Engineering Life Sciences or a related scientific or technical discipline.
• Advanced business or scientific degree is preferred.

Experience

• 8 years of relevant experience in strategic account management business development commercial leadership or complex B2B sales 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.

Knowledge Skills and Abilities

• Strong business and financial acumen including the ability to understand revenue margin pricing cost drivers forecasts and key business performance indicators.
• Ability to evaluate the financial attractiveness of commercial opportunities using concepts such as ROI IRR NPV capital requirements and long-term profitability.
• Strong contract negotiation and commercial structuring skills developed through complex business-to-business relationships.
• Excellent written and verbal communication skills with the ability to communicate effectively with technical teams commercial stakeholders customers and senior executives.
• Demonstrated ability to develop and deliver compelling customer presentations proposals business cases and executive-level business reviews.
• Strong strategic thinking and problem-solving skills with the ability to translate customer needs market developments and business risks into actionable commercial strategies.
• Demonstrated 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 applications particularly PowerPoint Excel and Word.

Compensation and Benefits

The salary range estimated for this position based in Virginia is $161420.00$183220.00.

This position may also be eligible to receive a variable annual bonus based on company team and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on which includes:

• 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

For more information on our benefits please visit: Experience:

Manager