Director of Key Accounts and Thought Leader

Danaher • Marlborough, MA

1d • Remote

About The Position

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology? At SCIEX, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact. You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life. As part of SCIEX, you will help to influence life changing research and outcomes, while accelerating your potential. For more than 50 years, we have been empowering our customers to solve the most impactful analytical challenges in quantitation and characterization through ground-breaking innovation and outstanding reliability and support. You will be part of a winning team, enabled by DBS, that is passionate about helping life science experts around the world get to answers they can trust. Learn about the Danaher Business System which makes everything possible. In this role, the Director of Key Accounts and Thought Leader, together with their team, is responsible for developing and executing a growth-focused business strategy at designated key accounts. The Director leads SCIEX's scientific customer-focused programs with key thought leaders and partner laboratories, working in collaboration with and on behalf of internal stakeholders in commercial, product management, and R&D functions. The decentralized structure of major clients complicates consistent account management and may lead to missed opportunities without national oversight. The Director leverages a broad product portfolio and senior-level relationships to identify organizational challenges and translate those insights into enhanced commercial strategies. The ideal candidate will possess a strong understanding of customer workflows and financials within large applied markets, CRO, and pharma/biopharma accounts. Outstanding interpersonal and communication skills are essential, as is the ability to manage cross-functional teams to ensure clients receive best-in-class support throughout their product portfolio activities. Performance in this role will be measured by overall opportunity visibility, annual revenue growth, and market share at named key accounts. This position reports to the Sr. Vice President, Global Commercial Operations, and is part of the GCLT -Global Commercial Leadership Team and will be fully remote. In this role, you will have the opportunity to: Develop and execute annual key account strategies for SCIEX, driving growth and revenue. Lead a global team of key account managers and manage regional TL/PL managers in partnership with regional leadership. Map key accounts, build cross-functional relationships, and establish communication programs with KOLs and senior management. Align technology updates and strategic objectives between SCIEX and key accounts, overseeing contracts, projects, and customer-specific initiatives. Own and execute strategic plans for Thought Leaders and Partner Labs, deploying programs to onboard and nurture partnerships. Collaborate closely with commercial, product management, marketing, and R&D to deliver impactful outputs. Lead strategic pricing reviews and implement price adjustments to optimize profitability.

Requirements

• Bachelor’s degree with 14+ years’ experience, or Master’s/Doctoral degree with 12+ years’ experience
• Life Science, large capital equipment, or services sales with solid understanding of mass spectrometry workflows and markets.
• Related experience includes 4+ years managing people.
• Proven track record implementing large account strategic selling processes and negotiating complex regional/global contracts.
• Expertise in deploying the Danaher Business System (DBS) and managing cross-functional projects.
• Strategic mindset with ability to translate strategy into actionable, long-term plans.
• Results-driven, highly organized, and able to prioritize with a strong sense of urgency.
• Exceptional relationship-building skills with senior leadership and key stakeholders.
• Analytical, creative, and independent thinker with strong problem-solving capabilities.
• Ability to travel – list specifics 50% travel, overnight, internationally.
• Must have the ability to obtain and maintain a valid driver’s license with an acceptable driving record and valid Passport.

Nice To Haves

• Master’s degree in business administration (MBA), is preferred.
• Prior experience with Mass Spectrometry, or Chromatography, or Capillary Electrophoresis and have a strong focus customer focus on solving complex workflows.

Responsibilities

• Develop and execute annual key account strategies for SCIEX, driving growth and revenue.
• Lead a global team of key account managers and manage regional TL/PL managers in partnership with regional leadership.
• Map key accounts, build cross-functional relationships, and establish communication programs with KOLs and senior management.
• Align technology updates and strategic objectives between SCIEX and key accounts, overseeing contracts, projects, and customer-specific initiatives.
• Own and execute strategic plans for Thought Leaders and Partner Labs, deploying programs to onboard and nurture partnerships.
• Collaborate closely with commercial, product management, marketing, and R&D to deliver impactful outputs.
• Lead strategic pricing reviews and implement price adjustments to optimize profitability.

Benefits

• SCIEX, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job.
• Check out our benefits at Danaher Benefits Info .
• At SCIEX we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement.
• This position is eligible for a remote work arrangement in which you can work remotely from your home.
• Additional information about this remote work arrangement will be provided by your interview team.
• Explore the flexibility and challenge that working for SCIEX can provide.
• This job is also eligible for bonus/incentive pay.
• We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees