Strategic Account Manager - Northeast (ImmunoDiagnostics)
Thermo Fisher Scientific
Summary
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.
Job description
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.
Success in this role requires strong business acumen, strategic selling capabilities, and the ability to effectively communicate clinical and operational value propositions within complex healthcare environments.
Location: This is a field-based position supporting customers across the Northeast- Maine, Massachusetts, Connecticut, Rhode Island. Candidate would ideally be based in Boston or Connecticut. Relocation assistance is NOT provided.
Keys to Success
Education
- Bachelor’s degree required; Life Sciences or Business discipline preferred.
Experience
- 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
- Experience navigating complex customer buying processes and multi-stakeholder decision environments preferred
Knowledge, Skills, and Abilities
- 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
Additional Requirements
- 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
- Must successfully complete a comprehensive background check and drug screen
Requirements
- Bachelor’s degree required; Life Sciences or Business discipline preferred.
- 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
- Experience navigating complex customer buying processes and multi-stakeholder decision environments preferred
- 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
- Must successfully complete a comprehensive background check and drug screen
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 savings 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.