Strategic Account Manager - Northeast (ImmunoDiagnostics)

ThermoFisher Scientific; Hartford (CT); On-site; USD 71,000 - 107,000; Full time

Benefits offered by this job

Health and dental plans

Vision plan

PTO 120 hours per year

12 paid holidays per year

Parental leave

401(k) retirement plan

Employee stock purchase plan

Job summary

Thermo Fisher Scientific in the United States Northeast region seeks a Strategic Account Manager to drive reagent revenue growth and strengthen relationships with Reference Laboratories, Hospitals, and IDNs.

Based in or near Boston or Connecticut, the role requires 3+ years in diagnostics sales, a Bachelor's degree, and up to 75% travel; you will develop strategic plans, lead Customer Business Reviews, and collaborate with regional teams to deliver value-driven solutions.

Qualifications

• Bachelor’s degree in Life Sciences or Business preferred.
• 3+ years in complex clinical diagnostics or lab-focused medical device sales.
• Experience with hospital/reference labs or integrated health systems.
• Ability to travel up to 75%.

Responsibilities

• Drive reagent revenue growth across a defined portfolio.
• Defend, retain, and expand business with labs.
• Develop and execute strategic account plans.
• Lead Customer Business Reviews with internal partners to assess performance and align on strategy.
• Serve as primary contact with stakeholders (Procurement, Laboratory Leadership, Medical Directors, Outreach Teams).

Skills

Strategic account management

Consultative selling

Communication skills

Cross-functional collaboration

Influence without authority

Analytical thinking

Business planning

Healthcare market knowledge

Sales in diagnostics

Presentation skills

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 the Northeast- Maine, Massachusetts, Connecticut, Rhode Island. Candidate would ideally be based in Boston or Connecticut. Relocation assistance is NOT provided.

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 screen

Compensation and Benefits

The salary range estimated for this position based in Connecticut is $71,300.00–$107,000.00.

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.