Senior Manager, Key Accounts

Thermo Fisher Scientific • Pittsburgh, PA

1d • Onsite

About The Position

The Senior Manager of Key Accounts is responsible for relationship and account management for customers with approximately $1 million or greater potential within a specific segment. The role ensures market penetration and profitability at these accounts while achieving sales and profit forecasts. The position focuses on account development, including executing and managing account strategies, communicating the value proposition and value-added programs and services, coordinating resources, managing pricing, initiating RFP responses where applicable, and achieving forecasted profitable growth. The role drives Lab Products growth at large strategic accounts and coordinates across multiple sites in the Americas, collaborating with global commercial leads as needed.

The position is part of Thermo Fisher Scientific’s Commercial team. The company describes its mission as enabling customers to make the world healthier, cleaner and safer, and emphasizes its values of Integrity, Intensity, Innovation and Involvement.

Requirements

• Bachelor’s degree required.
• 10 or more years of meaningful work experience.
• Confirmed ability to maintain and grow senior-level customer relationships across areas including Sourcing, Production, Research and Materials Management.
• Sales experience with large key research accounts and/or healthcare accounts.
• Successful sales record with demonstrated ability to drive significant growth.
• Strong financial analysis, negotiation and project management skills.
• Strong leadership skills in a matrix environment.
• Knowledge of Salesforce, Word, Excel and PowerPoint.
• Ability and willingness to travel regularly to customer locations.
• Demonstrates Thermo Fisher’s Four I’s: Integrity, Intensity, Innovation and Involvement.

Nice To Haves

• Master’s degree in Science or an MBA.

Responsibilities

• Drive significant Lab Products growth at large, strategic key accounts, including new wins and high-growth customers.
• Build and manage account growth strategies and implement plans.
• Coordinate across multiple sites in the Americas, collaborating with global commercial leads as needed.
• Act as the single point of contact for customers and channels.
• Understand customer satisfaction and coordinate actions to mitigate issues.
• Collaborate with the Corporate Accounts team and other Thermo Fisher businesses to drive the total company value proposition.
• Own the Request for Proposal process.
• Coordinate business development initiatives with the commercial team.
• Conduct business reviews with customers, as appropriate.
• Provide direction to managers and sales representatives on execution of account strategies.
• Evaluate customer performance for contract compliance, as applicable.

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 (PTO) and 10 paid holidays annually.
• Paid parental leave, including 3 weeks for bonding and 8 weeks for caregiver leave.
• Accident and life insurance.
• Short- and long-term disability in accordance with company policy.
• Competitive 401(k) U.S. retirement savings plan.
• Employees’ Stock Purchase Plan (ESPP), offering eligible colleagues the opportunity to purchase company stock at a discount.
• May be eligible for a variable annual bonus based on company, team and/or individual performance results in accordance with company policy.

What This Job Offers

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