Strategic Account Manager

Thermo Fisher Scientific • Cleveland, OH

11d • Onsite

About The Position

Thermo Fisher Scientific is seeking a Strategic Account Manager for its Immunodiagnostics Division (IDD), which provides diagnostic technologies and clinical expertise supporting allergy, asthma, and autoimmune disease management. This field sales position covers Ohio and West Virginia and requires residency within the local territory; relocation assistance is not provided.

The role is responsible for driving reagent revenue growth, customer retention, and business expansion across a portfolio of reference laboratories, hospitals, and integrated health system laboratories. The Strategic Account Manager develops and executes account plans for the Autoimmunity and Allergy diagnostic portfolios, identifies growth opportunities, increases laboratory utilization, and builds long-term customer partnerships through consultative selling and value-based engagement. The manager serves as the primary commercial partner for customer stakeholders and works with internal sales and technical teams to provide customer support and value.

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 laboratories, or integrated health systems.
• Demonstrated success managing large health systems, integrated delivery networks (IDNs), or reference laboratory accounts.
• Proven 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.
• Ability to synthesize complex information and translate it into customer-focused solutions.
• Embodies 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.

Nice To Haves

• A degree in Life Sciences or Business is preferred.
• Experience navigating complex customer buying processes and multi-stakeholder decision environments is preferred.

Responsibilities

• Implement sales strategies to achieve revenue targets in the assigned territory.
• Develop and maintain relationships with decision-makers in reference laboratory, 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 provide 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 meet prescribed growth objectives.
• Comply with corporate policies and regulatory standards.

What This Job Offers

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