Senior Manager, Strategic Key Accounts

This is a fully remote position, open to applicants in Arizona, +7 more states.

📋 Description

• Create and implement thorough strategic account plans.

• Act as the main commercial liaison for designated strategic accounts.

• Oversee existing contracted business, focusing on commercial performance, customer obligations, pricing, volumes, contract terms, service levels, and growth opportunities.

• Lead negotiations for both current and prospective business ventures.

• Identify, assess, and pursue new business prospects within the IVD customer base.

• Facilitate quarterly business reviews and high-level customer meetings.

• Track account performance against financial and operational standards, coordinating necessary corrective actions.

• Collaborate with Finance, Operations, R&D, Quality, Regulatory, Legal, Supply Chain, and business unit leadership.

• Create commercial proposals, capability presentations, business cases, and materials for customer engagement.

• Act as the commercial bridge between customers and cross-functional teams and business units.

• Manage responses to technical, operational, quality, supply, and commercial inquiries.

• Evaluate customer strategies, IVD market trends, competitive landscape, technological advancements, and product lifecycles.

• Develop insights into customer platforms, assays, calibrators and controls, system fluids, manufacturing approaches, sourcing models, production sites, and product strategies.

• Utilize Thermo Fisher Scientific divisions and businesses to provide comprehensive solutions.

• Maintain an accurate opportunity pipeline and deliver forecasts for revenue, opportunities, and accounts.

• Represent customer interests while aligning their needs with Thermo Fisher Scientific’s strategic, operational, financial, and contractual goals.

⛳️ Requirements

• A Bachelor’s degree is required, preferably in Biology, Chemistry, Biochemistry, Engineering, Life Sciences, or a related scientific or technical field.

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

• Experience is preferred in the IVD, diagnostics, medical device, biotechnology, pharmaceutical, or life sciences sectors.

• Proven success in managing large, complex strategic customer relationships and fostering long-term partnerships across various functions and organizational tiers.

• Demonstrated ability to identify, develop, negotiate, and finalize complex commercial opportunities.

• Experience in managing existing contracted business, including pricing, forecasts, contractual commitments, customer performance, and portfolio expansion.

• Familiarity with product development, manufacturing, operations, supply chain, quality, and regulatory standards within IVD, diagnostics, medical devices, or other regulated industries.

• Strong business and financial insight, including understanding revenue, margin, pricing, cost drivers, forecasts, and essential business performance metrics.

• Capability to assess commercial opportunities using ROI, IRR, NPV, capital requirements, and long-term profitability analyses.

• Proficient in contract negotiation and commercial structuring.

• Exceptional written and verbal communication skills.

• Ability to create and present customer presentations, proposals, business cases, and executive-level business reviews.

• Strong strategic thinking and problem-solving abilities.

• Experience working in a highly matrixed, global organization and leading cross-functional teams without direct reporting authority.

• Ability to juggle multiple complex priorities, customer initiatives, negotiations, and internal workflows simultaneously.

• High level of customer orientation, ownership, responsiveness, and professional judgment.

• Strong proficiency in Microsoft Office applications, especially PowerPoint, Excel, and Word.

• Candidate should reside within a reasonable distance from a major airport.

• Willingness to travel approximately 20–30%, including both domestic and international travel as necessary.

🏝️ Benefits

• Variable annual bonus based on company, team, and/or individual performance outcomes.

• Selection of national medical and dental plans, along with a national vision plan, including health incentive programs.

• Employee assistance and family support programs.

• Commuter benefits.

• Tuition reimbursement.

• At least 120 hours of paid time off (PTO).

• 10 paid holidays each year.

• Paid parental leave: 3 weeks for bonding and 8 weeks for caregiver leave.

• Accident and life insurance coverage.

• Short- and long-term disability benefits in accordance with company policy.

• Competitive 401(k) retirement savings plan in the U.S.

• Employees’ Stock Purchase Plan (ESPP), allowing eligible colleagues to purchase company stock at a discount.