Sr. Manager, Strategic Key Accounts

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As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day as we enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges.

Location: Remote; candidate should reside within reasonable proximity to a major airport

Travel: Approximately 20–30%, including domestic and international travel as required

The Sr. Manager, Strategic Key Accounts is responsible for developing, managing, and expanding relationships with strategically important customers within the global in vitro diagnostics (IVD) market.

This role serves as the primary commercial leader for assigned strategic accounts, with responsibility for the full portfolio of existing business under contract as well as identifying, developing, negotiating, and closing new business opportunities.

The Sr. Manager, Strategic Key Accounts works across Thermo Fisher Scientific business units and functions to ensure successful execution of customer commitments, strengthen long‑term partnerships, identify opportunities for portfolio expansion, and deliver sustainable revenue and profitability growth.

• Develop and execute comprehensive strategic account plans that define customer priorities, growth opportunities, relationship strategies, risks, and actions required to expand the partnership.

• Serve as a primary commercial point of contact for assigned strategic accounts, building strong relationships across customer procurement, operations, R&D, quality, regulatory, supply chain, commercial, and executive leadership teams.

• Manage the existing portfolio of contracted business, including commercial performance, customer commitments, pricing, volumes, contractual obligations, service levels, and opportunities for expansion.

• Lead commercial negotiations for both existing and new business, including pricing, volume commitments, supply agreements, statements of work, fee schedules, contract amendments, and other commercial terms.

• Identify, qualify, and advance new business opportunities across the IVD customer portfolio, collaborating with customers and internal technical teams to develop solutions aligned with customer product, manufacturing, and lifecycle strategies.

• Lead quarterly business reviews and other executive‑level customer meetings, including preparation of performance scorecards, business updates, opportunity pipelines, risk assessments, and strategic priorities.

• Monitor account performance against established financial and operational metrics and coordinate cross‑functional actions to address performance gaps, customer concerns, and emerging risks.

• Partner with Finance, Operations, R&D, Quality, Regulatory, Legal, Supply Chain, and business‑unit leadership to evaluate and execute customer opportunities and contractual commitments.

• Develop and coordinate commercial proposals, capability presentations, business cases, and other customer‑facing materials that clearly communicate Thermo Fisher Scientific’s technical and commercial value proposition.

• Serve as the commercial link between customers and Thermo Fisher Scientific’s cross‑functional and business‑unit teams, ensuring effective communication, alignment, accountability, and timely resolution of issues.

• Coordinate responses to technical, operational, quality, supply, and commercial customer inquiries, ensuring appropriate internal…