Thermo Fisher Scientific Senior Director, Strategic Accounts in Boston, Massachusetts

Job Description

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring coworkers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

How will you make an impact?

The Senior Director, Strategic Accounts Position will have overall responsibility for assigned strategic accounts and will be responsible for new business development, contract negotiation, contract development and client relationships for the Clinical Diagnostics Division (CDD) across multiple Business Units. The Senior Director, Strategic Accounts will be the one point of contact within the Clinical Diagnostics Division for the account.

What will you do?

  • The Senior Director, Strategic Accounts will manage total client portfolio across the division.

  • Strategic client management: establishes contacts and relationships with key decision makers of customers. Maintains regular communications with these key contacts.

  • Cultivate relationships with current client base and pro-actively manage partnerships to maintain and grow existing business.

  • Identifies, evaluates, actively pursues and closes new business opportunities within the strategic accounts for Clinical Diagnostic Division Reagents with a 3% - 5% annual growth target.

  • Shares best practices across all Business Units (BU) on the common Business Development processes and ensures common process for all strategic accounts

  • Coordinate consistent and common QBR presentations for all strategic accounts across the BU’s

  • Monitor strategic account revenues and trends across the division and manage revenues and margins per the current AOP.

  • Act as liaison with Thermo Fisher’s Corporate Account executives for division strategic accounts: provide business monthly updates, financial reports, cost saving opportunities, new business opportunities, CEO report updates, and other activities as requested.

  • Identify and develop synergistic growth opportunities with other Thermo Fisher Scientific divisions with current strategic accounts and identify new accounts serviced by the other divisions

  • Develop a pipeline of new business opportunities capitalizing on the division’s core competencies. Maintain prioritized funnel report as key management tool.

  • Coordinate with BU Business Development Directors to gather the necessary diligence within the organizations and perform business case justification to determine the merits and prioritization (e.g. profitability, strategic fit/interest, capacity and resource utilization) of business opportunities.

  • Coordinate quotation process with BUs and ensure all RFQ deadlines are met for all strategic accounts

  • Monitor and communicate industry trends relevant to strategic marketing and emerging business opportunities.

  • Participates in the Division’s Strategic Planning Process by providing segment analysis, market trends, and comparisons to competitors.

  • Supports organization continuous improvement initiatives to maximize performance and improve process quality, efficiency, and effectiveness through benchmarking activities.

How will you get here?

  • B.S. Degree in Scientific Field or Advanced Degree with 10-15 years total experience; minimum 5 years in Management with experience in IVD Industry. MBA preferred or Professional certifications with management in a Diagnostic or related industry.

  • Willingness to travel up to 30%, both domestic and internationally, as required

  • Keen interpersonal and customer relationship skills and proven leadership skills and team-building acumen across a diverse group of individuals

  • Demonstrated success working in a global, matrixed-environment with ability to influence

  • Background in a regulated manufacturing environment

  • Will work in a normal office environment which will require sitting standing and may occasionally lift and or move up to 10 pounds.

  • Detail oriented and assertive self-starter who can operate effectively in a constantly changing environment and have solid business acumen.

  • Ability to multi-task, react to changing priorities and meeting deadline and time management skills.

  • Technical background in diagnostic reagent manufacturing/ IVD industry.

  • Superior relationship building and persuasion skills with the ability to motivate and influence others. Ability to quickly evaluate situations and take direct appropriate actions to resolve issues.

  • Advanced planning, project management and organization skills.

  • Well-rounded and practiced formal problem solving skills.

  • Well-developed written skills to prepare monthly reports, reviews and white papers, as well as preparing presentations to a variety of audiences.

  • Strong communication and organizational skills. Experience drafting and negotiating various types of contracts. Good organizational, analytical and problem solving skills.

  • Well-developed verbal skills to successfully communicate to a variety of internal and external audiences, while counseling, negotiating and formally presenting views and/or technical criteria.

At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

Apply today!

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.