Strategic Account Manager - Northeast (ImmunoDiagnostics)

Summary

Thermo Fisher Scientific is a global provider of scientific and diagnostic solutions, with its ImmunoDiagnostics Division focused on allergy, asthma, and autoimmune diseases. The Strategic Account Manager will drive reagent revenue growth and customer retention across laboratory accounts by executing strategic account plans, expanding diagnostic portfolio utilization, and building customer partnerships. The role also leads Customer Business Reviews and coordinates with healthcare stakeholders and internal commercial teams.

Responsibilities

• The Strategic Account Manager is responsible for driving reagent revenue growth and customer retention across a defined portfolio of laboratory accounts within the ImmunoDiagnostics Division
• This role focuses on defending, retaining, and expanding business within Reference Laboratories, Hospitals, and Integrated Health System Laboratories
• The successful candidate will develop and execute strategic account plans supporting the Autoimmunity and Allergy diagnostic portfolios across the assigned territory
• This includes identifying growth opportunities, increasing laboratory utilization, and strengthening long-term customer partnerships through consultative selling and value-based engagement
• A key responsibility of the role is leading regular Customer Business Reviews in collaboration with internal commercial partners to evaluate performance metrics, uncover opportunities, and align on strategic objectives
• The Strategic Account Manager serves as the primary point of contact between customer stakeholders—including Procurement, Laboratory Leadership, Medical Directors, and Outreach Teams—and Thermo Fisher commercial partners such as Regional Managers, Business Development Executives, Strategic Account Executives, and Technical Sales Specialists

Skills

• Bachelor's degree required
• 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
• 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
• Embodies 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
• Life Sciences or Business discipline preferred
• Experience navigating complex customer buying processes and multi-stakeholder decision environments preferred

Qualifications

Must Haves

• Bachelor's degree required
• 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
• 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
• Embodies 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

Nice to Haves

• Life Sciences or Business discipline preferred
• Experience navigating complex customer buying processes and multi-stakeholder decision environments preferred

Benefits

• Eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy
• 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 the 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