Director, Strategic Accounts

Thermo Fisher Scientific • Waltham, MA

2d • Onsite

About The Position

The Director, Strategic Accounts leads a global team of Strategic Account Leaders and is accountable for strategy, growth, profitability, and customer experience across a portfolio of Pharma Services Group (PSG) strategic accounts. The role sets direction for enterprise account planning and ensures that customer insights are translated into coordinated, cross-divisional strategies that grow Thermo Fisher Scientific’s presence, increase share of spend, and build long-term partnerships.

As a member of the Biopharma Strategic Accounts leadership team, the Director works closely with business unit presidents and leaders across Commercial, Business Management, Strategic Relationship Management, Finance, Operations, Marketing, Strategy, and Commercial Operations. The role aligns customer priorities with governance, investments, commercial models, and execution, and engages senior and C-suite customer stakeholders on key opportunities, risks, and partnership matters.

The Director also owns relationships and performance for select strategic accounts, supports account growth and profitability, and guides account leaders in developing client-specific value propositions and growth plans. The position calls for strong people leadership, commercial and financial judgment, strategic planning, customer insight, stakeholder influence, and negotiation skills in complex global biopharma environments. Domestic and international travel is approximately 20–30%.

Requirements

• At least 10 years of progressive commercial, strategic account, key account, or relationship management experience in 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.
• Experience developing enterprise account strategies and translating customer pipeline and portfolio insights into commercial priorities across multiple divisions or service lines.
• Extensive experience building trusted relationships with and influencing senior executives and C-suite stakeholders, internally and externally.
• 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.
• Outstanding negotiation, influencing, communication, and presentation skills, with strong analytical judgment, resilience, and a bias to action.
• Demonstrated people leadership, including performance management, coaching, talent development, succession planning, and inclusive leadership for senior commercial talent.
• Proficiency in Salesforce and other CRM or sales management systems.
• Ability to travel domestically and internationally approximately 20–30%.
• Bachelor’s degree required.

Nice To Haves

• MBA or advanced scientific degree.

Responsibilities

• Lead and develop a global team of Strategic Account Leaders, setting expectations for account strategy, growth, customer experience, and execution.
• Own and manage select strategic account relationships and performance, delivering growth for key Pharma Services Group customers.
• Coach Strategic Account Leaders to build influential relationships with senior and C-suite customer stakeholders across relevant functions.
• Guide account leaders on growth priorities, negotiation strategies for complex deals, and preparation for broader partnership discussions.
• Lead group-level commercial processes that support strategic growth and profitability, including development of client-specific value propositions and growth plans.
• Lead account-level governance, monitor relationship health, resolve issues, and expand existing business through a harmonized customer experience.
• Drive new and existing business growth, profitability, share of spend, and strategic growth objectives.
• Contribute to account annual operating plan target setting, pipeline reviews, and performance management across assigned strategic accounts.
• Implement and continuously improve standardized processes and templates for financial reporting, governance meetings, growth plans, account performance metrics, escalations, and dispute resolution.
• Identify cross-divisional opportunities, enterprise synergies, portfolio whitespace, bundles, incentives, rebates, and other commercial approaches to deepen strategic partnerships.
• Influence business unit and functional leaders to align customer growth priorities with capacity, investment, pricing, contracting, and enterprise priorities.
• Lead performance management, coaching, succession planning, talent development, and career planning for strategic account talent.
• Partner with sales and corporate account teams to open and close new molecules and services.

Benefits

• 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 of paid time off and 10 paid holidays annually.
• Paid parental leave, including 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, including a competitive 401(k) U.S. retirement savings plan.
• Employee Stock Purchase Plan offering eligible colleagues the opportunity to purchase company stock at a discount.
• Variable annual bonus may be available based on company, team, and/or individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director