Senior Manager, Strategic Key Accounts

This is a fully remote position, open to applicants in Florida, +8 more states.

📋 Description

• Create and implement strategic account plans that encompass customer priorities, growth avenues, relationship strategies, potential risks, and expansion initiatives.

• Act as the main commercial representative for strategic accounts and foster relationships with customer procurement, operations, R&D, quality, regulatory, supply chain, commercial, and executive leadership teams.

• Oversee contracted business, including commercial performance, customer commitments, pricing, volumes, contractual responsibilities, service levels, and opportunities for expansion.

• Spearhead commercial negotiations for both existing and new business, covering pricing, volume commitments, supply agreements, statements of work, fee schedules, amendments, and other terms.

• Identify, assess, and promote new business opportunities within the IVD customer portfolio.

• Facilitate quarterly business reviews and executive-level meetings with customers.

• Track account performance against financial and operational metrics and coordinate actions to address any gaps, concerns, or risks.

• 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 liaison between customers and Thermo Fisher Scientific’s cross-functional and business-unit teams.

• Coordinate responses to technical, operational, quality, supply, and commercial inquiries from customers.

• Analyze customer strategies, dynamics in the IVD market, competitive activities, technology trends, and product life cycles.

• Develop an understanding of customer platforms, assays, calibrators and controls, system fluids, manufacturing strategies, sourcing models, production locations, and product plans.

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

• Maintain a precise opportunity pipeline and deliver forecasts for revenue, opportunities, and accounts.

• Advocate for customer needs while balancing these with Thermo Fisher Scientific’s strategic, operational, financial, and contractual goals.

⛳️ Requirements

• A Bachelor’s degree is required, ideally 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.

• Preferably have experience in the IVD, diagnostics, medical device, biotechnology, pharmaceutical, or life sciences sectors.

• Proven success in managing large, complex strategic customer relationships and forming long-term partnerships across multiple 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 growth of the portfolio.

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

• Strong business and financial acumen, encompassing revenue, margin, pricing, cost drivers, forecasts, and key business performance indicators.

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

• Exceptional contract negotiation and commercial structuring expertise.

• Outstanding written and verbal communication skills.

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

• Strong strategic thinking and problem-solving capabilities.

• Proven track record in a highly matrixed, global organization and leading cross-functional teams without direct authority.

• Ability to juggle multiple complex priorities, customer initiatives, negotiations, and internal workstreams concurrently.

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

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

• Candidates should reside within a reasonable distance to a major airport.

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

🏝️ Benefits

• A selection of national medical and dental plans, as well as a national vision plan, including health incentive programs.

• Employee assistance and family support programs, which include commuter benefits and tuition reimbursement.

• A minimum of 120 hours of paid time off (PTO).

• Ten paid holidays each year.

• Paid parental leave: three weeks for bonding and eight weeks for caregiver leave.

• Coverage for accident and life insurance.

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

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

• Employees’ Stock Purchase Plan (ESPP) that allows for the purchase of company stock at a discount.

• Variable annual bonus based on the performance results of the company, team, and/or individual, according to company policy.