Strategic Account Manager

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

Welcome

Thank you for your interest as you consider starting a new career journey with us. As the world leader in serving science, our colleagues develop critical solutions through innovation—and build rewarding careers. Discover their extraordinary stories and connection to our Mission to enable our customers to make the world healthier, cleaner and safer. Their work is a story of purpose. What story will you tell?

About Us

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of more than $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.

Accessibility/Disability Access

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

EEO

Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.