Key Accounts Executive, Business Development
Thermo Fisher Scientific
full-time
Posted on:
Location Type: Remote
Location: California • United States
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Salary
💰 $143,900 - $196,300 per year
About the role
- Own a regional new-business target focused exclusively on securing signed, multi-year committed distribution agreements within target health systems
- Proactively identify, target, and penetrate priority health systems not under committed agreement
- Build and execute aggressive account acquisition strategies that result in measurable contracted revenue growth
- Develop executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to create enterprise alignment and sponsorship
- Generate, qualify, and maintain a robust, high-value pipeline of enterprise opportunities
- Lead complex negotiations from initial engagement through signed agreement, including pricing strategy, contract structure, and performance commitments
- Develop and defend internal business cases to secure executive approval for strategic pursuits
- Orchestrate cross-divisional resources to deliver compelling financial, operational, and clinical value propositions
- Drive disciplined opportunity management, milestone execution, and forecast accuracy
- Monitor market consolidation, competitive displacement opportunities, and emerging health systems initiatives to proactively create new entry points
- Develop comprehensive strategic account plans and drives disciplined execution in partnership with the local team and the customer to achieve defined business outcomes
- Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority
Requirements
- Bachelor’s degree required; MBA or advanced degree preferred
- 7+ years of progressive commercial experience with at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales
- 2+ Years of leadership experience is a plus
- Demonstrated success closing large, multi-million-dollar, multi-year agreements within IDNs or corporate healthcare systems
- Proven “hunter” track record — evidence of breaking into new accounts and converting them into contracted customers
- Strong history of meeting or exceeding aggressive revenue and contract acquisition targets
- Experience within diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred
- Experience operating effectively within a matrixed, enterprise organization.
Benefits
- 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, and short- and long-term disability in accordance with company policy
- Retirement and savings programs, such as our 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
business developmentaccount acquisition strategiesnegotiationcontract managementpipeline managementstrategic account planningforecastingmilestone executionmarket analysisfinancial analysis
Soft Skills
relationship buildinginfluencing without authorityleadershipcommunicationstrategic thinkingproblem solvingcollaborationadaptabilitynegotiation skillsexecutive presence
Certifications
Bachelor's degreeMBA or advanced degree