Strategic Account Manager - Northeast (ImmunoDiagnostics)

Thermo Fisher Scientific • Hartford, CT

5d • Remote

About The Position

Thermo Fisher Scientific, a global leader in serving science, is seeking a passionate Strategic Account Manager for its ImmunoDiagnostics Division (IDD). This division focuses on allergies, asthma, and autoimmune diseases. The role involves driving reagent revenue growth and customer retention within a defined portfolio of laboratory accounts, specifically targeting Reference Laboratories, Hospitals, and Integrated Health System Laboratories. The successful candidate will develop and execute strategic account plans for Autoimmunity and Allergy diagnostic portfolios, aiming to identify growth opportunities, increase laboratory utilization, and build strong customer partnerships through consultative selling. Key responsibilities include leading Customer Business Reviews, acting as the primary liaison between customers and Thermo Fisher commercial teams, and demonstrating strong business acumen and strategic selling skills in complex healthcare environments.

Requirements

• Bachelor’s degree required; Life Sciences or Business discipline preferred.
• 3+ years of success in complex clinical diagnostics, laboratory diagnostics, or lab-focused medical device sales, with experience supporting hospital laboratories, reference labs, or integrated health systems.
• 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 preferred.
• 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.
• 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 screen.

Responsibilities

• Drive reagent revenue growth and customer retention across a defined portfolio of laboratory accounts within the ImmunoDiagnostics Division.
• Defend, retain, and expand business within Reference Laboratories, Hospitals, and Integrated Health System Laboratories.
• Develop and execute strategic account plans supporting the Autoimmunity and Allergy diagnostic portfolios across the assigned territory.
• Identify growth opportunities and increase laboratory utilization.
• Strengthen long-term customer partnerships through consultative selling and value-based engagement.
• Lead regular Customer Business Reviews in collaboration with internal commercial partners to evaluate performance metrics, uncover opportunities, and align on strategic objectives.
• Serve as the primary point of contact between customer stakeholders (Procurement, Laboratory Leadership, Medical Directors, Outreach Teams) and Thermo Fisher commercial partners (Regional Managers, Business Development Executives, Strategic Account Executives, Technical Sales Specialists).

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
• 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