Strategic Key Account Executive

Thermo Fisher Scientific • Pittsburgh, PA

3d • Remote

About The Position

How will you make an impact? Position Summary The Key Account Executive (KAE) – Aggregation group and Share of Wallet is responsible for driving organic growth within a defined portfolio of strategic accounts by increasing share of wallet, expanding solution adoption, and strengthening executive-level partnerships. This role focuses on deep account penetration, cross-portfolio selling, and long-term strategic account planning to maximize revenue, profitability, and customer retention. The KAE serves as a trusted advisor to customers, aligning business objectives with enterprise solutions and coordinating cross-functional resources to deliver measurable value. The position is remote strategically located within the US and requires >50% travel.

Requirements

• Bachelor’s degree required, advanced degree preferred.
• 7+ years of strategic sales or key account management experience
• 2+ Years of leadership experience is a plus
• Demonstrated success in growing share of wallet within complex, multi-site accounts.
• Strong financial and analytical acumen.
• Proven ability to build executive-level relationships and influence decision-makers.
• Excellent presentation, negotiation, and communication skills.
• Ability to manage multiple stakeholders and navigate matrixed organizations.

Nice To Haves

• 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

Responsibilities

• Develop and execute comprehensive Strategic Account Plans focused on increasing share of wallet within assigned accounts.
• Identify whitespace opportunities across divisions, business units, and service lines.
• Build and maintain executive-level relationships, positioning the company as a strategic partner.
• Conduct high-impact business reviews that align customer goals with delivered outcomes and future opportunities.
• Drive cross-selling and upselling initiatives by leveraging internal subject matter experts and commercial partners.
• Analyze account spend, market trends, and competitive landscape to identify growth strategies.
• Lead opportunity pipeline management, forecasting, and revenue tracking within assigned portfolio.
• Collaborate with Account Managers, Business Development, Marketing, and Operations to ensure coordinated execution.
• Monitor contract performance and identify opportunities for renewals, extensions, and expansions.
• Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.
• Maintain disciplined CRM documentation, including action plans and growth initiatives.

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: Executive
• Number of Employees: 5,001-10,000 employees