Strategic Accounts Director — Biopharma Growth

ThermoFisher Scientific; Cambridge (MA); On-site; USD 155,000 - 210,000; Full time

Benefits offered by this job

Medical & dental plans

Vision plan

Employee assistance program

Retirement plan (401k)

Employee stock purchase plan

Job summary

Thermo Fisher Scientific in Massachusetts seeks a Director, Strategic Accounts to lead a team of Strategic Account Leaders responsible for strategy, growth, profitability, and customer experience across PSG strategic accounts.

This role partners with Business Unit Presidents, Commercial, Strategy and Finance leaders to translate customer insights into coordinated plans, expand partnerships, and drive governance and performance.

Qualifications

• 10+ years of progressive commercial, strategic account, key account or relationship management experience within pharmaceutical services, CDMO, CRO, biotech, life sciences or related industries, including significant leadership responsibility.
• Proven success leading strategic account or commercial teams and delivering growth across large, complex global customer portfolios.
• Demonstrated ability to develop enterprise account strategies, translate customer pipeline and portfolio insight into commercial priorities, and capture business across multiple divisions or service lines.
• Extensive experience building trusted relationships and influencing senior executives and C-suite stakeholders, both internally and externally.
• Proven ability to lead through a highly matrixed organization, align diverse stakeholders and drive cross-business execution without relying solely on direct authority.
• Strong financial and commercial acumen, including forecasting, profitability, strategic pricing, complex deal structuring, contracting, portfolio management and investment prioritization.

Responsibilities

• Own and manage select strategic accounts relationship and performance, delivering growth for Thermo Fisher Scientific’s PSG top customers.
• Develop deep client relationships and growth plans to lead group-level commercial processes for strategic growth and profitability.
• Lead governance, monitor relationship health, and expand existing business with harmonized client experience across SALs.
• Drive growth, profitability, and share-of-spend; contribute to account AOP, pipeline reviews, and performance metrics.
• Lead and develop a global team of Strategic Account Leaders, set expectations for strategy, growth and execution, coach for senior-level relationships, and drive enterprise opportunities across divisions.

Skills

Strategic account leadership

Executive relationship management

Financial acumen

Negotiation and influencing

Forecasting and pricing strategy

CRM systems (Salesforce)

Education

Bachelor's degree

MBA or advanced degree preferred

Tools

Salesforce

Job description

Thermo Fisher Scientific in Massachusetts seeks a Director, Strategic Accounts to lead a team of Strategic Account Leaders responsible for strategy, growth, profitability, and customer experience across PSG strategic accounts.

This role partners with Business Unit Presidents, Commercial, Strategy and Finance leaders to translate customer insights into coordinated plans, expand partnerships, and drive governance and performance.