Sr Key Account Executive - Business Development

Thermo Fisher Scientific • Boston, MA

6d • Remote

About The Position

This is a pure business development role focused on winning new enterprise distribution agreements within the target health systems in the assigned region. The Key Account Executive is accountable for originating, advancing, and closing large, multi-year committed distribution contracts that expand Thermo Fisher Scientific’s enterprise presence. Success is measured by signed agreements, contracted revenue growth, pipeline strength, and enterprise penetration within targeted health systems. This role requires a strategic hunter who thrives on pursuing complex opportunities, breaking into new executive relationships, and converting high-value prospects into long-term contractual partnerships. The individual must independently drive opportunity creation, lead sophisticated negotiations, and mobilize cross-functional teams to secure profitable, enterprise-level agreements. The position is remote and requires approximately >50% travel.

Requirements

• Bachelor’s degree required
• 7+ years of progressive commercial experience with at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales.
• Demonstrated success closing large, multi-million-dollar, multi-year agreements within IDNs or corporate healthcare systems.
• Proven “hunter” track record — evidence of breaking into new accounts and converting them into contracted customers.
• Strong history of meeting or exceeding aggressive revenue and contract acquisition targets.
• Experience operating effectively within a matrixed, enterprise organization.
• Enterprise account penetration strategy expertise.
• Advanced negotiation and deal structuring capabilities.
• Strong financial acumen (ROI modeling, margin analysis, long-term contract economics).
• Ability to navigate complex IDN decision-making hierarchies.
• Executive presence and persuasive communication skills.
• High resilience, urgency, and competitive drive.
• Self-starter mentality with disciplined pipeline management.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC

Nice To Haves

• MBA or advanced degree preferred.
• 2+ Years of leadership experience is a plus
• Experience within diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred.

Responsibilities

• Own a regional new-business target focused exclusively on securing signed, multi-year committed distribution agreements within target health systems.
• Proactively identify, target, and penetrate priority health systems not under committed agreement.
• Build and execute aggressive account acquisition strategies that result in measurable contracted revenue growth.
• Develop executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to create enterprise alignment and sponsorship.
• Generate, qualify, and maintain a robust, high-value pipeline of enterprise opportunities.
• Lead complex negotiations from initial engagement through signed agreement, including pricing strategy, contract structure, and performance commitments.
• Develop and defend internal business cases to secure executive approval for strategic pursuits.
• Orchestrate cross-divisional resources to deliver compelling financial, operational, and clinical value propositions.
• Drive disciplined opportunity management, milestone execution, and forecast accuracy.
• Monitor market consolidation, competitive displacement opportunities, and emerging health systems initiatives to proactively create new entry points.
• Develops comprehensive strategic account plans and drives disciplined execution in partnership with the local team and the customer to achieve defined business outcomes.
• Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.

Benefits

• A 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 paid time off (PTO), 10 paid holidays annually, paid parental leave (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, such as our competitive 401(k) U.S. retirement savings plan
• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

What This Job Offers

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