Strategic Account Manager (ImmunoDiagnostic)

ThermoFisher Scientific; Houston (TX); On-site; USD 110,000 - 150,000; Full time

Job summary

Thermo Fisher Scientific in Texas is seeking a Strategic Account Manager to drive reagent revenue growth and expand relationships across hospital and reference labs within ImmunoDiagnostics. The role concentrates on defending, retaining, and growing business with Reference Laboratories, Hospitals, and Integrated Health System Laboratories.

The successful candidate will develop strategic account plans, identify growth opportunities, lead Customer Business Reviews, and coordinate with Regional

Qualifications

• 3+ years of success in complex clinical diagnostics, laboratory diagnostics, or lab-focused medical device sales.
• Experience managing large health systems, IDNs, or reference laboratory accounts.
• Experience navigating complex customer buying processes and multi-stakeholder environments.

Responsibilities

• Drive reagent revenue growth across a defined portfolio of laboratory accounts in ImmunoDiagnostics.
• Defend, retain and expand business with reference laboratories, hospitals, and integrated health systems.
• Lead Customer Business Reviews with internal partners to evaluate metrics and align on strategic objectives.

Skills

Strategic account management

Consultative selling

Communication

Cross-functional collaboration

Business planning

Education

Bachelor's degree

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Are you passionate about making a difference in the field of diagnostics? Join our team at Thermo Fisher Scientific, the world leader in serving science!

Our diagnostic portfolio offers cutting-edge solutions for areas like transplant, oncology, infectious disease, and allergy and autoimmune disease, among others. We provide innovative answers to some of the most challenging and unique diagnostic questions, that ultimately help clinicians and healthcare professional determine the best treatment for their patients.

The Immunodiagnostic Division (IDD) is focused on the management of allergies, asthma and autoimmune diseases (like diabetes, rheumatoid arthritis and multiple sclerosis).

A Day in the Life:

The Strategic Account Manager is responsible for driving reagent revenue growth and customer retention across a defined portfolio of laboratory accounts within the ImmunoDiagnostics Division. This role focuses on defending, retaining, and expanding business within Reference Laboratories, Hospitals, and Integrated Health System Laboratories.

The successful candidate will develop and execute strategic account plans supporting the Autoimmunity and Allergy diagnostic portfolios across the assigned territory. This includes identifying growth opportunities, increasing laboratory utilization, and strengthening long-term customer partnerships through consultative selling and value-based engagement.

A key responsibility of the role is leading regular Customer Business Reviews in collaboration with internal commercial partners to evaluate performance metrics, uncover opportunities, and align on strategic objectives.

The Strategic Account Manager serves as the primary point of contact between customer stakeholders—including Procurement, Laboratory Leadership, Medical Directors, and Outreach Teams—and Thermo Fisher commercial partners such as Regional Managers, Business Development Executives, Strategic Account Executives, and Technical Sales Specialists.

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

Location:

This is a field-based position supporting customers across Texas, Louisiana, Oklahoma, Missouri, and Arkansas. Required to be based in Texas, ideally in Dallas, TX. Relocation assistance is NOT provided.

Keys to Success:

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
• 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.

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.