Sr Manager, Strategic Key Accounts

ThermoFisher Scientific; Richmond (VA); Remote; USD 161,000 - 183,000; Full time

Benefits offered by this job

Medical and dental plans

Vision plan

Employee assistance program

Job summary

Thermo Fisher Scientific is seeking a Sr. Manager, Strategic Key Accounts to lead and expand relationships with key customers in the global IVD market. You will manage contracted business, lead negotiations, and coordinate across Finance, Operations, R&D, Quality, and Regulatory to deliver growth.

The role requires 8+ years in strategic account management, strong financial acumen, and excellent communication. This remote UK-based? No, US Virginia-based. Travel 20–30% is anticipated.

Qualifications

• Bachelor’s degree in a scientific or technical field or related discipline.
• 8+ years of strategic account management or related leadership experience in B2B environments.
• Experience in IVD/diagnostics or life sciences is preferred.

Responsibilities

• Develop and execute strategic account plans for top customers.
• Serve as primary commercial contact across procurement, operations, R&D, QA, regulatory, supply chain, and executives.
• Manage contracted business, pricing, volumes, obligations, service levels, and growth opportunities.

Skills

Strategic account mgmt

B2B sales

Cross-functional leadership

Contract negotiations

Financial acumen

Education

Bachelor's degree

Advanced degree preferred

Tools

PowerPoint

Excel

Word

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day as we enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges.

Location

Remote; candidate should reside within reasonable proximity to a major airport

Travel

Approximately 20–30%, including domestic and international travel as required

How You Will Make an Impact

The Sr. Manager, Strategic Key Accounts is responsible for developing, managing, and expanding relationships with strategically important customers within the global in vitro diagnostics (IVD) market.

This role serves as the primary commercial leader for assigned strategic accounts, with responsibility for the full portfolio of existing business under contract as well as identifying, developing, negotiating, and closing new business opportunities.

The Sr. Manager, Strategic Key Accounts works across Thermo Fisher Scientific business units and functions to ensure successful execution of customer commitments, strengthen long-term partnerships, identify opportunities for portfolio expansion, and deliver sustainable revenue and profitability growth.

What You Will Do

• Develop and execute comprehensive strategic account plans that define customer priorities, growth opportunities, relationship strategies, risks, and actions required to expand the partnership.
• Serve as a primary commercial point of contact for assigned strategic accounts, building strong relationships across customer procurement, operations, R&D, quality, regulatory, supply chain, commercial, and executive leadership teams.
• Manage the existing portfolio of contracted business, including commercial performance, customer commitments, pricing, volumes, contractual obligations, service levels, and opportunities for expansion.
• Lead commercial negotiations for both existing and new business, including pricing, volume commitments, supply agreements, statements of work, fee schedules, contract amendments, and other commercial terms.
• Identify, qualify, and advance new business opportunities across the IVD customer portfolio, collaborating with customers and internal technical teams to develop solutions aligned with customer product, manufacturing, and lifecycle strategies.
• Lead quarterly business reviews and other executive-level customer meetings, including preparation of performance scorecards, business updates, opportunity pipelines, risk assessments, and strategic priorities.
• Monitor account performance against established financial and operational metrics and coordinate cross-functional actions to address performance gaps, customer concerns, and emerging risks.
• Partner with Finance, Operations, R&D, Quality, Regulatory, Legal, Supply Chain, and business-unit leadership to evaluate and execute customer opportunities and contractual commitments.
• Develop and coordinate commercial proposals, capability presentations, business cases, and other customer-facing materials that clearly communicate Thermo Fisher Scientific’s technical and commercial value proposition.
• Serve as the commercial link between customers and Thermo Fisher Scientific’s cross-functional and business-unit teams, ensuring effective communication, alignment, accountability, and timely resolution of issues.
• Coordinate responses to technical, operational, quality, supply, and commercial customer inquiries, ensuring appropriate internal subject-matter experts are engaged and customer expectations are effectively managed.
• Analyze customer strategies, IVD market dynamics, competitive activity, technology trends, and product lifecycles to identify opportunities for business expansion.
• Develop a detailed understanding of customer platforms, assays, calibrators and controls, system fluids, manufacturing strategies, sourcing models, production locations, and long-term product plans to identify potential outsourcing, transfer, consolidation, redesign, and supply opportunities.
• Partner across Thermo Fisher Scientific divisions and businesses to leverage the breadth of the company’s capabilities and identify opportunities to deliver broader solutions to strategic customers.
• Maintain an accurate pipeline of opportunities and provide timely revenue, opportunity, and account forecasts to commercial and business leadership.
• Advocate for the customer internally while balancing customer requirements with Thermo Fisher Scientific’s strategic, operational, financial, and contractual objectives.

Requirements

Education

• Bachelor’s degree required, preferably in Biology, Chemistry, Biochemistry, Engineering, Life Sciences, or a related scientific or technical discipline.
• Advanced business or scientific degree is preferred.

Experience

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

Knowledge, Skills and Abilities

• Strong business and financial acumen, including the ability to understand revenue, margin, pricing, cost drivers, forecasts, and key business performance indicators.
• Ability to evaluate the financial attractiveness of commercial opportunities using concepts such as ROI, IRR, NPV, capital requirements, and long-term profitability.
• Strong contract negotiation and commercial structuring skills developed through complex business-to-business relationships.
• Excellent written and verbal communication skills, with the ability to communicate effectively with technical teams, commercial stakeholders, customers, and senior executives.
• Demonstrated ability to develop and deliver compelling customer presentations, proposals, business cases, and executive-level business reviews.
• Strong strategic thinking and problem-solving skills, with the ability to translate customer needs, market developments, and business risks into actionable commercial strategies.
• Demonstrated 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 applications, particularly PowerPoint, Excel, and Word.

Compensation and Benefits

The salary range estimated for this position based in Virginia is $161,420.00–$183,220.00.

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.