Senior Director, Biotech Account Management - West Coast

JOB DESCRIPTION

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

When you are part of Thermo Fisher Scientific, you’ll do challenging work and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization, you will be encouraged to perform at your best. With revenues exceeding $40 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

Job Description
The Senior Director, Biotech Account Management is a senior commercial leader responsible for driving growth, retention, and strategic customer engagement across a defined geographic region. Reporting to the Vice President, Biotech Account Management, this leader translates the Pharma Services Group’s (PSG) Biotech account management strategy into regional execution, ensuring consistent customer experience, commercial performance, and organizational effectiveness.

The Senior Director leads a large team of Biotech Account Management professionals responsible for managing strategic pharmaceutical and biotechnology customer relationships across the region. This role is accountable for achieving revenue growth objectives, expanding customer partnerships, increasing share of wallet, and delivering long-term customer value.

As a key member of the Biotech Account Management leadership team, this individual partners closely with Commercial, Business Unit, Operations, Finance, Marketing, and Strategy leaders to align customer growth initiatives, resource allocation, and business priorities across the region.

The ideal candidate is a highly collaborative commercial executive with deep pharmaceutical services experience, strong leadership capabilities, and a proven track record of leading high-performing sales and account management organizations within complex global environments.

A Day in the Life
• Lead the execution of PSG’s biotech account management strategy across the assigned region, ensuring alignment with global commercial priorities and customer engagement objectives.
• Own regional strategic account performance, including revenue growth, customer retention, profitability, customer satisfaction, and share-of-wallet expansion.
• Lead, coach, and develop a high-performing regional account management organization, fostering a culture of accountability, customer-centricity, inclusion, and continuous improvement.
• Establish clear performance expectations, talent development plans, and succession strategies to strengthen organizational capability and leadership depth.
• Partner with regional and global commercial leaders to identify growth opportunities, accelerate pipeline development, and drive strategic account planning.
• Build and maintain executive-level relationships with key customer stakeholders, serving as an escalation point and trusted advisor for strategic accounts.
• Collaborate with Business Unit, Operations, Finance, and Strategy teams to align customer priorities with business objectives and operational capabilities.
• Champion the voice of the customer by providing market intelligence, competitive insights, and customer feedback to PSG leadership.
• Drive disciplined account management processes, forecasting accuracy, opportunity management, and CRM utilization across the region.
• Support the implementation of commercial transformation initiatives, including digital enablement, analytics adoption, process optimization, and customer engagement innovations.
• Ensure consistent execution of account governance, customer business reviews, and executive sponsorship programs.
• Represent PSG at customer meetings, industry conferences, and regional commercial leadership forums.
• Partner with the Vice President, Global Account Management to identify best practices and scale successful customer engagement strategies across regions.

Key Requirements
• 12+ years of progressive commercial leadership experience within pharmaceutical services, CDMO, CRO, biotech, life sciences, or related industries.
• Significant experience leading large customer-facing commercial organizations and managing leaders.
• Demonstrated success driving revenue growth and customer retention across strategic account portfolios.
• Experience leading complex, multi-site, multi-country customer relationships within matrixed global organizations.
• Proven ability to influence senior leaders and drive alignment across multiple functions and business units.
• Strong financial and commercial acumen, including forecasting, strategic pricing, portfolio management, and investment prioritization.
• Experience developing and executing regional growth strategies in support of broader enterprise objectives.
• Outstanding leadership, communication, and influencing skills.
• Ability to build credibility and relationships with executive-level customer stakeholders.
• Strong coaching and talent development capabilities with experience leading large, geographically dispersed teams.
• Strategic mindset combined with operational discipline and execution focus.
• Proficiency in Salesforce and other CRM or sales management systems.
• Ability to analyze commercial performance metrics and translate insights into action.
• Proven dedication to diversity, equity, inclusion, and employee development.
• Ability to travel domestically and internationally (approximately 40–50%).

• Please note: While this is a remote role, candidates located in the U.S. Pacific Time Zone (West Coast) are preferred to support alignment with clients and business operations.

Education
• A minimum B.Sc. degree preferred in a scientific subject area (for example: chemistry, biochemistry, or pharmacy) or in a business-related field.
• MBA or professional business education preferred.

Compensation and Benefits

The salary range estimated for this position based in California is $240,000.00–$265,000.00.

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

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