Strategic Account Executive

ThermoFisher Scientific; Phoenix (AZ); Remote; USD 88,000 - 131,000; Full time

Benefits offered by this job

Health plans

Vision plan

Tuition reimbursement

PTO & holidays

401(k)

Employee stock purchase plan

Job summary

Thermo Fisher Scientific is seeking a dynamic field-based account executive to drive autoimmune and allergy product sales across a designated Western US territory. You will secure revenue objectives, manage high-level accounts, and coordinate with internal teams to place capital equipment for long-term growth.

You will build relationships with C-suite and senior stakeholders, travel about 50% of the time, and leverage Thermo Fisher’s total rewards while meeting sales targets in a remote setting.

Qualifications

• 5+ years of commercial diagnostic sales experience, or related, with senior stakeholders
• 2+ years in capital diagnostic or medical device sales; 1–3 years as Regional Account Manager or equivalent
• Prefer C‑Suite sales history
• Laboratory background (Medical Technologist/CLT/MLT) a plus

Responsibilities

• Sell autoimmune and allergy products to labs and health systems, securing revenue objectives
• Manage key accounts and grow the base while balancing financial goals and customer needs
• Collaborate with Marketing, Operations, and District Managers to place instruments effectively
• Convert market opportunities through purchase, lease, or placement of capital equipment
• Travel approximately 50% of the time

Skills

Account management

Strategic selling

Relationship building

C‑Suite sales

Independent work

Travel capability

Education

Bachelor’s degree in business/sciences/related

Tools

CRM (e.g., Salesforce)

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Laboratory Setting

Job Description

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

The ImmunoDiagnostics Division (IDD) develops, manufactures, and markets complete blood test systems to support the clinical diagnosis and monitoring of allergy, asthma and autoimmune diseases. With 1,500 employees worldwide, IDD is the global leader in in‑vitro allergy testing. The allergy and autoimmunity product lines operate on a common instrument platform, Phadia Laboratory Systems, which supports both productivity and cost efficiencies in clinical laboratories around the world. The leading products of the ImmunoDiagnostics Division include ImmunoCAP for allergy and asthma tests and EliA for autoimmunity tests as well as the Aesku Helios for automated IFA testing.

This is a remote‑based position that covers Utah, Colorado, Arizona, Nevada, and New Mexico.

How will you make an impact?

The position is responsible for securing prescribed revenue objectives for IDD’s allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, maintain and grow existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull‑through. Work closely with all Thermo Fisher Scientific divisions, specifically Fisher Healthcare, to leverage a total Thermo Fisher Scientific experience.

What will you do?

• Present and successfully sell our value proposition at the C‑Suite level, as well as ensure total account buy‑in and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).
• Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long‑term contracts and relationships with customers.
• Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.
• Capture autoimmune market share through competitive conversion utilizing all contractual options (purchase, lease, and placement). Sell Capital serving as IDDs Instrument specialist and work closely with your Regional Manager to ensure strategic goals are met by appropriately placing instruments that facilitate long‑term growth before, during, and after placement.
• Travel is frequent, at approximately 50% of total time.

How will you get here?

Education

Bachelor’s degree in business, sciences or related required.

Experience

• 5+ years of relevant commercial diagnostic sales experience, or related, working in partnership with senior level stakeholders
• 2+ years successful experience in capital diagnostic or medical device sales, and a 1 – 3 year track record of success as a Regional Account Manager (or equivalent)
• Prefer successful C‑Suite sales history
• Prior Medical Technologist, Clinical Laboratory Technicians (CLTs) or Medical Laboratory Technicians (MLTs) background or other ‘hands on’ laboratory experience is a plus.

Knowledge, Skills, Abilities

• Demonstrated success and strength in developing strong customer relationships and translating customer business goals and challenges into company‑provided solutions and services
• Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business acumen
• Self‑starter, able to work independently in a remote capacity, and be willing to travel approximately 50% of time (mainly in your own area, but also throughout the U.S.).
• Ability to cultivate, leverage, and develop long‑term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs.
• Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide seamless customer service.
• Ability to effectively partner with internal functions in order to address and direct customer needs

Compensation and Benefits

The salary range estimated for this position based in Utah is $87,600.00–$131,400.00.

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.