Director, Strategic Accounts

You will be a member of the Biopharma Strategic Accounts leadership team and will partner closely with Business Unit Presidents, Commercial, Business Management, Strategic Relationship Management, Finance, Operations, Marketing, Strategy and Commercial Operations leaders.

A Day in the Life

• Own and manage select strategic accounts relationship and performance, responsible for delivering growth for the most important customers of Thermo Fisher Scientific's Pharma Services Group (PSG).
• Deliver client-specific value propositions that enable growth, resolve issues, reduce costs, and improve performance.
• Develop deep client relationships and growth plans using the insights gained to lead group-level commercial processes to drive strategic growth and profitability.
• Lead group-level governance, monitor relationship health, and expand existing business by providing a harmonized, elevated client experience.
• Drive new and existing business growth, profitability, share-of-spend and strategic growth objectives.
• Lead and develop a global team of Strategic Account Leaders (SALs), setting clear expectations for account strategy, growth, customer experience and execution, and fostering a culture of accountability and collaboration.
• Coach SALs to build influential relationships at senior and C-suite levels across R&D, clinical operations, strategic sourcing, commercial and other relevant customer functions.
• Guide and partner with SALs on key strategic priorities such as growth plans, negotiation strategy for complex deals, broader partnership discussion preparation.
• Lead the implementation and continuous improvements of standardized processes and templates for financial reporting, governance meetings, growth plan and account performance metrics monitoring, escalation and disputes resolution, and other processes that require optimization.
• Drive cross-divisional opportunity creation and expansion by identifying enterprise synergies, portfolio whitespace, bundles, incentives, rebates and other commercial approaches that deepen strategic partnerships.
• Influence Business Unit Presidents and Commercial, Finance, Operations, Marketing and Strategy leaders to align customer growth priorities with capacity, investment, pricing, contracting and enterprise priorities.
• Be a role model leader through proactive performance management, coaching and succession planning; attract, retain and develop high-performing strategic account talent and define annual goals, targets and career development priorities.

Key Requirements

• 10+ years of progressive commercial, strategic account, key account or relationship management experience within pharmaceutical services, CDMO, CRO, biotech, life sciences or related industries, including significant leadership responsibility.
• Proven success leading strategic account or commercial teams and delivering growth across large, complex global customer portfolios.
• Demonstrated ability to develop enterprise account strategies, translate customer pipeline and portfolio insight into commercial priorities, and capture business across multiple divisions or service lines.
• Extensive experience building trusted relationships and influencing senior executives and C-suite stakeholders, both internally and externally.
• Proven ability to lead through a highly matrixed organization, align diverse stakeholders and drive cross-business execution without relying solely on direct authority.
• Strong financial and commercial acumen, including forecasting, profitability, strategic pricing, complex deal structuring, contracting, portfolio management and investment prioritization.
• Outstanding negotiation, influencing, communication and presentation skills, with strong analytical judgment, resilience and a bias to action.
• Demonstrated people leadership capability, including performance management, coaching, talent development, succession planning and inclusive leadership for senior commercial talent.
• Proficiency in Salesforce and other CRM or sales management systems.
• Ability to travel domestically and internationally (approximately 20-30%).

Education

Bachelor's degree required, MBA or advanced scientific degree preferred.