Senior Manager, Strategic Key Accounts

Thermo Fisher Scientific

. Develop and execute strategic account plans covering customer priorities, growth opportunities, relationship strategies, risks, and expansion actions .

Posted 10/2/2026full-timeRemote • United StatesSenior💰 $161,420 - $183,220 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management and business development within the IVD and life sciences sectors, with a strong focus on commercial negotiations, customer relationship building, and financial acumen. Proven ability to lead cross-functional teams and manage complex customer initiatives while delivering impactful presentations and proposals.

Highest-signal resume keywords

Strategic Account ManagementCommercial NegotiationBusiness DevelopmentFinancial AcumenCross-Functional Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contract ManagementPricing StrategyMarket AnalysisROI EvaluationCustomer Relationship Management

Soft Skills

Strategic ThinkingProblem-SolvingCommunicationCustomer OrientationOwnership

Tools & Technologies

Microsoft OfficePowerPointExcelWord

Industry Keywords

IVDDiagnosticsMedical DeviceBiotechnologyPharmaceutical

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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