Sr. Health Systems Executive - Share of Wallet
Thermo Fisher Scientific
Summary
The Key Account Executive (KAE) – 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.
Job description
Position Summary
The Key Account Executive (KAE) – 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 and requires >50% travel. Candidate must reside within the assigned Territory.
Key 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.
Qualifications
- Bachelor’s degree required; advanced degree preferred.
- 5+ years of strategic sales or key account management experience; 2+ years of leadership experience preferred
- 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.
Knowledge, Skills & Competencies
- 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
Requirements
- Bachelor’s degree required; advanced degree preferred.
- 5+ years of strategic sales or key account management experience; 2+ years of leadership experience preferred
- 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.
- 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
Benefits
- Medical, Dental & Vision
- Health Incentive Programs
- Employee Assistance Program
- Family Support Programs
- Commuter Benefits
- Tuition Reimbursement
- Paid Time Off
- Paid Holidays
- Paid Parental Leave
- Accident Insurance
- Life Insurance
- Short-term Disability
- Long-term Disability
- 401(k) Retirement Plan
- Employee Stock Purchase Plan
Company overview
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. The company's mission is to enable customers to make the world healthier, cleaner, and safer. With over 100,000 employees globally, Thermo Fisher provides an unrivaled combination of innovative technologies, purchasing convenience, and pharmaceutical services through its industry-leading brands including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon, and PPD. The company serves customers across healthcare, life sciences, applied markets, and pharmaceutical sectors, offering solutions that accelerate research, solve complex analytical challenges, improve patient diagnostics, and increase laboratory productivity. Headquartered in Waltham, Massachusetts, Thermo Fisher operates globally, delivering critical scientific products, services, and workflow solutions that support researchers, organizations, and companies in addressing some of the world's most pressing issues.