Strategic Account Manager, Diagnostics

Thermo Fisher Scientific • Cleveland, OH

16h • Onsite

About The Position

As part of Thermo Fisher Scientific’s Immunodiagnostics Division (IDD), the Strategic Account Manager drives reagent revenue growth, customer retention, and business expansion across a defined portfolio of reference laboratories, hospitals, and integrated health system laboratories. The role develops and executes strategic account plans for the Autoimmunity and Allergy diagnostic portfolios, identifies growth opportunities, increases laboratory utilization, and strengthens customer partnerships through consultative selling and value-based engagement.

The Strategic Account Manager serves as the primary commercial partner for customer stakeholders, including Procurement, Laboratory Leadership, Medical Directors, and Outreach Teams. The role collaborates with internal commercial and technical partners to communicate clinical, operational, and business value in complex healthcare environments. This field sales position covers Ohio and West Virginia, and the employee must reside within the local territory. No relocation assistance is provided.

Requirements

• Bachelor’s degree required.
• At least 3 years of successful experience in complex clinical diagnostics, laboratory diagnostics, or lab-focused medical device sales, supporting hospital laboratories, reference labs, or integrated health systems.
• Proven track record of achieving sales growth in diagnostics or medical device environments.
• Strong strategic account management and consultative selling skills.
• Excellent communication, presentation, and cross-functional collaboration abilities.
• Ability to influence internal and external stakeholders without direct authority.
• Strong analytical and business planning capabilities.
• Understanding of U.S. healthcare market dynamics, laboratory operations, and reimbursement landscape.
• Ability to synthesize complex information and translate it into customer-focused solutions.
• Embody Thermo Fisher’s 4I Values: Integrity, Intensity, Innovation, and Involvement.
• Ability to travel up to 75% within the assigned territory, including occasional overnight travel.
• Valid driver’s license and ability to travel independently throughout the region.
• Must be legally authorized to work in the United States without current or future sponsorship.
• Must successfully complete a comprehensive background check and drug screening.
• Must reside within the local territory covering Ohio and West Virginia.

Nice To Haves

• A degree in Life Sciences or Business.
• Demonstrated success managing large health systems, integrated delivery networks (IDNs), or reference laboratory accounts.
• Experience navigating complex customer buying processes and multi-stakeholder decision environments.

Responsibilities

• Implement sales strategies to achieve revenue targets within the assigned territory.
• Develop and maintain positive relationships with key decision-makers at reference, hospital, and health system laboratory accounts.
• Drive adoption of IDD diagnostic instruments and solutions to optimize laboratory efficiency and patient outcomes.
• Collaborate with Regional Managers, Health Systems Executives, Strategic Account Executives, and Technical Sales Specialists to deliver customer support and value.
• Conduct regular Customer Business Reviews to assess customer satisfaction and identify growth opportunities.
• Promote the use of IDD assays and provide clinical insights and support to improve customer operations.
• Lead initiatives to defend against competitors and achieve prescribed growth objectives.
• Comply with corporate policies and regulatory standards.

What This Job Offers

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