Director, Strategic Accounts

ThermoFisher Scientific; Cambridge (MA); On-site; USD 155,000 - 210,000; Full time

Benefits offered by this job

Medical & dental plans

Vision plan

Employee assistance program

Retirement plan (401k)

Employee stock purchase plan

Job summary

Thermo Fisher Scientific in Massachusetts seeks a Director, Strategic Accounts to lead a team of Strategic Account Leaders responsible for strategy, growth, profitability, and customer experience across PSG strategic accounts.

This role partners with Business Unit Presidents, Commercial, Strategy and Finance leaders to translate customer insights into coordinated plans, expand partnerships, and drive governance and performance.

Qualifications

• 10+ years of progressive commercial, strategic account, key account or relationship management experience within pharmaceutical services, CDMO, CRO, biotech, life sciences or related industries, including significant leadership responsibility.
• Proven success leading strategic account or commercial teams and delivering growth across large, complex global customer portfolios.
• Demonstrated ability to develop enterprise account strategies, translate customer pipeline and portfolio insight into commercial priorities, and capture business across multiple divisions or service lines.
• Extensive experience building trusted relationships and influencing senior executives and C-suite stakeholders, both internally and externally.
• Proven ability to lead through a highly matrixed organization, align diverse stakeholders and drive cross-business execution without relying solely on direct authority.
• Strong financial and commercial acumen, including forecasting, profitability, strategic pricing, complex deal structuring, contracting, portfolio management and investment prioritization.

Responsibilities

• Own and manage select strategic accounts relationship and performance, delivering growth for Thermo Fisher Scientific’s PSG top customers.
• Develop deep client relationships and growth plans to lead group-level commercial processes for strategic growth and profitability.
• Lead governance, monitor relationship health, and expand existing business with harmonized client experience across SALs.
• Drive growth, profitability, and share-of-spend; contribute to account AOP, pipeline reviews, and performance metrics.
• Lead and develop a global team of Strategic Account Leaders, set expectations for strategy, growth and execution, coach for senior-level relationships, and drive enterprise opportunities across divisions.

Skills

Strategic account leadership

Executive relationship management

Financial acumen

Negotiation and influencing

Forecasting and pricing strategy

CRM systems (Salesforce)

Education

Bachelor's degree

MBA or advanced degree preferred

Tools

Salesforce

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

As the Director, Strategic Accounts you will lead a team of Strategic Account Leaders with overall accountability for the strategy, growth, profitability and customer experience of a portfolio of PSG strategic accounts. You will set the direction for enterprise account planning and ensure the team translates deep customer insight into coordinated, cross-divisional strategies that expand Thermo Fisher Scientific's presence, increase share of spend and build durable strategic partnerships.

You will be a member of the Biopharma Strategic Accounts leadership team and will partner closely with Business Unit Presidents, Commercial, Business Management, Strategic Relationship Management, Finance, Operations, Marketing, Strategy and Commercial Operations leaders. Through your team, you will create alignment around customer priorities, governance, investment choices, commercial models and execution across PSG, while personally engaging senior and C-suite customer stakeholders on the most important opportunities, risks and partnership topics.

To be successful in the role you will be a strong people and commercial leader with experience leading strategic account teams in complex global biopharma environments. You will combine strong financial and commercial acumen with customer insight, strategic planning, stakeholder mapping, influencing and negotiation skills. You will be expected to create clarity across a highly matrixed organization, coach account leaders to perform at their best, and maintain a strong bias for action, accountability and measurable results.

A Day in the Life

• Own and manage select strategic accounts relationship and performance, responsible for delivering growth for the most important customers of Thermo Fisher Scientific’s Pharma Services Group (PSG). The Strategic Account Leader to deliver client-specific value propositions that enable growth, resolve issues, reduce costs, and improve performance.

• You will develop deep client relationships and growth plans using the insights gained to lead group-level commercial processes to drive strategic growth and profitability. SALs partner with and through the sales and corporate accounts teams to open and close new molecules and services.

• As an overall PSG relationship owner for those assigned accounts, to lead group-level governance, monitor relationship health, and expand existing business by providing a harmonized, elevated client experience.

• Drive new and existing business growth, profitability, share-of-spend and strategic growth objectives. Primary contributor to account AOP target setting, pipeline review and performance management across responsible strategic accounts

• undefined Lead and develop a global team of Strategic Account Leaders (SALs), setting clear expectations for account strategy, growth, customer experience and execution, and fostering a culture of accountability and collaboration. Coach SALs to build influential relationships at senior and C-suite levels across R&D, clinical operations, strategic sourcing, commercial and other relevant customer functions. Guide and partner with SALs on key strategic priorities such as growth plans, negotiation strategy for complex deals, broader partnership discussion preparation. Lead the implementation and continuous improvements of standardized processes and templates for financial reporting, governance meetings, growth plan and account performance metrics monitoring, escalation and disputes resolution, and other processes that require optimization. Drive cross-divisional opportunity creation and expansion by identifying enterprise synergies, portfolio whitespace, bundles, incentives, rebates and other commercial approaches that deepen strategic partnerships. Influence Business Unit Presidents and Commercial, Finance, Operations, Marketing and Strategy leaders to align customer growth priorities with capacity, investment, pricing, contracting and enterprise priorities. Be a role model leader through proactive performance management, coaching and succession planning; attract, retain and develop high-performing strategic account talent and define annual goals, targets and career development priorities.

Key Requirements

• 10+ years of progressive commercial, strategic account, key account or relationship management experience within pharmaceutical services, CDMO, CRO, biotech, life sciences or related industries, including significant leadership responsibility.

• Proven success leading strategic account or commercial teams and delivering growth across large, complex global customer portfolios.

• Demonstrated ability to develop enterprise account strategies, translate customer pipeline and portfolio insight into commercial priorities, and capture business across multiple divisions or service lines.

• Extensive experience building trusted relationships and influencing senior executives and C-suite stakeholders, both internally and externally.Proven ability to lead through a highly matrixed organization, align diverse stakeholders and drive cross-business execution without relying solely on direct authority.

• Strong financial and commercial acumen, including forecasting, profitability, strategic pricing, complex deal structuring, contracting, portfolio management and investment prioritization.

• Outstanding negotiation, influencing, communication and presentation skills, with strong analytical judgment, resilience and a bias to action.

• Demonstrated people leadership capability, including performance management, coaching, talent development, succession planning and inclusive leadership for senior commercial talent.

• Proficiency in Salesforce and other CRM or sales management systems

• Ability to travel domestically and internationally (approximately 20-30%).

Education

• Bachelor's degree required, MBA or advanced scientific degree preferred.

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $155,000.00–$210,000.00.

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

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.