Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description The Strategic Account Leader (SAL) is responsible for delivering growth for the most important customers of Thermo Fisher Scientific’s Pharma Services Group (PSG). You will develop deep client relationships and use the insights gained to lead group-level commercial processes to drive strategic growth and profitability. SALs partner with and through the sales and corporate accounts teams to close new molecules and services. As the overall relationship owner for PSG, you will lead group-level governance, monitor relationship health, and expand existing business by providing a harmonized, elevated client experience. We build and deliver client-specific value propositions that enable growth, resolve issues, reduce costs, and improve performance. The ideal candidate will have a history of successful high-value account management in a matrix environment resulting in business growth and client satisfaction. Key Responsibilities Develop and action Account Growth Plans for assigned PSG accounts Lead successful Account Management Teams (AMTs) for PSG and support corporate-level AMT to generate and timely progress opportunities to closure Use understanding of client needs, our capabilities and financial considerations to identify and progress proactive, above-funnel, strategic offerings Lead a robust, cascading governance program for client portfolios across multiple service lines and global sites Report and facilitate actions based on key performance indicators that measure overall relationship health and operational performance Proactively prevent and handle above-site issues by cascading communications, engaging as needed with internal and client executives Deliver maximum value by improvement initiatives and ensuring contract compliance Facilitate harmonization across sites and continuous improvement using a PPI approach Implement network-level sales and operations planning processes where valuable Accurately forecast, communicate and report on sales objectives within customer relationship management systems and reporting tools Build credible, influential relationships with a broad network of internal and external partners to effectively lead through influence Drive forward action with positivity and resiliency to changing business environments Minimum Requirements/Qualifications: A bachelor’s degree required, preferably in a scientific field (such as chemistry, biochemistry, chemical engineering), pharmacy, or a business-related field. MBA highly preferred. Account management experience in pharmaceutical or comparable industry is required. Knowledge of pharmaceutical product development, cGMP requirements and CDMO / CRO services is highly preferred. Strong analytical skills and understanding of financial models is required to balance factors such as cash flow, revenue recognition, return on investment, and allocation of risk in complex, high value deal structures. Success engaging with executives, including C-suite. Hiring Criteria: Minimum of 10 years' experience in commercial, program management, relationship management type roles. Demonstrated experience working with complex initiatives in a matrix environment with broad, high-value impact. A strong teammate with consistent record of successfully coordinating activities and actions across all organizational levels. Strong negotiation and communication skills. Self-motivated, bias for action, and strong customer advocacy. Thank you for your interest as you consider starting a new career journey with us. As the world leader in serving science, our colleagues develop critical solutions through innovation—and build rewarding careers. Discover their extraordinary stories and connection to our Mission to enable our customers to make the world healthier, cleaner and safer. Their work is a story of purpose. What story will you tell? Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of more than $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. COVID-19 Vaccination Update for U.S. & Canada Colleagues All U.S. colleagues are required to disclose their COVID-19 vaccination status. New hires will be asked to disclose their vaccination status upon the first day of employment. U.S. new hires (including those in Field Sales, Field Services and Customer Support - Technical Applications) may be required to be vaccinated against COVID-19, including boosters, based on the customer or client sites they visit and support. Individuals may also be required to comply with other COVID-19 health and safety protocols, such as masking or testing. U.S. and Canada new hires in Clinical Research who are in the following job categories must be fully vaccinated before their first day of employment or request an accommodation: executive director level and above, client-facing commercial, clinical research associates (CRAs), Assistant CRA (ACRAs), all CRA and ACRA line managers, clinic-based staff in early development services and accelerated enrollment solutions, and FSP within analytical services division roles. Canada new hires (including those in Field Sales, Field Services, and Customer Support Technical Applications) may be required to be vaccinated against COVID-19, including boosters, based on the customer or client sites they visit and support. Individuals may also be required to comply with other COVID-19 health and safety protocols, such as masking or testing. New hires in Field Sales, Field Services, and Customer Support Technical Applications will be asked to disclose their vaccination status upon the first day of employment. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
