Strategic Account Manager, Diagnostics

Thermo Fisher Scientific; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Thermo Fisher Scientific is seeking a Strategic Account Manager to drive reagent revenue growth and customer retention across Reference Laboratories, Hospitals, and Integrated Health System Laboratories within the Immuno Diagnostics Division.

The role focuses on developing strategic account plans for Autoimmunity and Allergy portfolios, identifying growth opportunities, and strengthening long-term partnerships through consultative, value-based selling.

Qualifications

• Proven track record of achieving sales growth in diagnostics or medical devices.
• Experience managing large health system or reference lab accounts.
• Experience navigating multi-stakeholder buying processes in healthcare.

Responsibilities

• Implement sales strategies to achieve revenue targets in the assigned territory.
• Build and maintain relationships with key decision-makers in Reference, Hospital, and Health System Lab accounts.
• Drive adoption of IDD diagnostic instruments and solutions to improve lab efficiency and patient outcomes.
• Collaborate with internal teams to deliver comprehensive customer support and value.
• Conduct regular Customer Business Reviews to ensure satisfaction and identify growth opportunities.

Skills

Sales growth

Strategic account management

Communication

Influence without authority

Analytical planning

Healthcare market knowledge

Customer value communication

Thermo Fisher values

Education

Bachelor’s degree

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 to 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/Division Specific Information:

The Immunodiagnostics Division (IDD) of Thermo Fisher Scientific strives to improve the management of allergy, asthma, and autoimmune diseases by providing healthcare professionals with advanced diagnostics technologies and clinical expertise. Our key businesses: allergy, autoimmunity, and systems.

Location:

This is a field sales position covering Ohio and West Virginia. Residency within local territory required. No relocation assistance will be provided.

Position Summary:

Thermo Fisher Scientific is seeking a Strategic Account Manager to drive reagent revenue growth, customer retention, and business expansion across a defined portfolio of Reference Laboratories, Hospitals, and Integrated Health System Laboratories within the Immuno Diagnostics Division. You will be responsible for developing and executing strategic account plans across the Autoimmunity and Allergy diagnostic portfolios, identifying growth opportunities, increasing laboratory utilization, and strengthening long‑term customer partnerships through consultative selling and value‑based engagement.

As the Strategic Account Manager, you will serve as the primary commercial partner for key customer stakeholders, including Procurement, Laboratory Leadership, Medical Directors, and Outreach Teams, while collaborating closely with Regional Managers, Business Development Executives, Strategic Account Executives, and Technical Sales Specialists.

Success requires strong business acumen, strategic selling capabilities, and the ability to effectively communicate clinical, operational, and business value within complex healthcare environments.

A Day in the Life

• Successfully implement sales strategies to achieve revenue targets within your assigned territory.
• Develop and maintain positive relationships with key decision‑makers in Reference, Hospital, and Health System Laboratory accounts.
• Drive the adoption of IDD's innovative diagnostic instruments and solutions, optimizing laboratory efficiency and patient outcomes.
• Collaborate with internal teams, including Regional Managers, Health Systems Executives, Strategic Account Executives, and Technical Sales Specialists, to deliver comprehensive customer support and value.
• Conduct regular Customer Business Reviews to ensure customer satisfaction and identify growth opportunities.
• Champion the use of IDD's assays, providing clinical insights and support to improve customer operations.
• Lead initiatives to defend against competitors and achieve prescribed growth objectives.
• Ensure strict compliance with corporate policies and regulatory standards.

Job Requirements

Education

• Bachelor’s degree required; Life Sciences or Business discipline preferred.

Experience:

• 3+ years of success in complex clinical diagnostics, laboratory diagnostics, or lab‑focused medical device sales, with experience supporting hospital laboratories, reference labs, or integrated health systems.
• Demonstrated success managing large health systems, integrated delivery networks (IDNs), or reference laboratory accounts
• Experience navigating complex customer buying processes and multi‑stakeholder decision environments preferred

Knowledge, Skills, and Abilities

• Proven track record of achieving sales growth in diagnostics or medical device environments
• Strong strategic account management and consultative selling skills
• Excellent communication, presentation, and cross‑functional collaboration abilities
• Ability to influence internal and external stakeholders without direct authority
• Strong analytical and business planning capabilities
• Understanding of U.S. healthcare market dynamics, laboratory operations, and reimbursement landscape
• Ability to synthesize complex information and translate it into customer‑focused solutions
• Embodies Thermo Fisher’s 4I Values: Integrity, Intensity, Innovation, and Involvement

Additional Requirements

• Ability to travel up to 75% within the assigned territory, including occasional overnight travel
• Valid driver’s license and ability to travel independently throughout the region
• Must be legally authorized to work in the United States without current or future sponsorship
• Must successfully complete a comprehensive background check and drug screening