Director, Global Key Account Management

Danaher•Marlborough, MA

4d•Remote

About The Position

At SCIEX, a Danaher operating company, we are dedicated to innovating for tangible impact in life sciences, diagnostics, and biotechnology. Our work contributes to saving lives, and we foster a culture of belonging where unique viewpoints are valued. By leveraging the Danaher Business System (DBS), we transform ideas into impact, innovating at the speed of life. For over 50 years, SCIEX has empowered customers to solve complex analytical challenges in quantitation and characterization through groundbreaking innovation, reliability, and support. The Director, Global Key Account Management is responsible for developing and executing SCIEX’s global key account strategy for designated strategic accounts. This role leads account planning, opportunity development, executive engagement, strategic pricing, and cross-functional alignment to strengthen SCIEX’s presence, improve opportunity visibility, and deliver measurable revenue growth and market share gains across named key accounts. This position reports to the Vice President and General Manager of the Americas and is part of the Commercial organization, working remotely to support global key accounts.

Requirements

Bachelor’s degree with 14+ years of experience, or Master’s/Doctoral degree with 12+ years of experience in life science, large capital equipment, or services sales.
4+ years of people management experience.
Experience developing and implementing strategic selling processes for large regional or global accounts.
Experience negotiating complex regional or global contracts with enterprise customers.
Working knowledge of mass spectrometry workflows and applied markets, CRO, pharma, or biopharma customer environments.
Experience leading cross-functional commercial projects with stakeholders across Commercial, Product Management, Marketing, and R&D.
Experience deploying the Danaher Business System (DBS) or a comparable business operating system to execute commercial priorities.

Nice To Haves

Master’s degree in Business Administration (MBA).
Experience applying mass spectrometry, chromatography, or capillary electrophoresis solutions to complex customer workflows.

Responsibilities

Develop and execute annual global key account strategies that drive growth, revenue, opportunity visibility, and market share within designated strategic accounts.
Lead, coach, and align a global key account team, including account mapping, governance, planning cadence, and execution against account priorities.
Build and strengthen executive and C-suite customer relationships to understand organizational needs, workflows, financial drivers, and long-term growth opportunities.
Partner with Commercial, Product Management, Marketing, and R&D stakeholders to align technology updates, strategic objectives, contracts, projects, and customer-specific initiatives.
Translate customer insights and decentralized account structures into actionable commercial strategies that improve consistency, coordination, and customer experience.
Lead strategic pricing reviews and implement price adjustments that support business objectives and optimize profitability.
Monitor performance against account plans, opportunity development, annual revenue growth, and market share expectations for named key accounts.