Lead Account Manager – US Remote

Work Schedule

Standard (Mon-Fri)

Office

The Lead Account Manager is responsible for driving new business growth, leading sales initiatives, and executing strategic account plans to achieve defined revenue and profitability targets across a designated portfolio of accounts. This role serves as the strategic partner to key customers, ensuring Thermo Fisher’s capabilities are aligned with their evolving needs while maintaining a strong focus on commercial performance and operational excellence.

The Lead Account Manager will balance customer value with business objectives, ensuring solutions are both client-centered and commercially sound. By fostering strong relationships, overseeing complex proposals, and leading cross-functional collaboration, this role ensures an outstanding customer experience while advancing long-term account growth and organizational success

• Develop and execute the business relationship strategy by understanding the customer’s organizational structure, strategic initiatives, and aligning Thermo Fisher capabilities to drive organic growth.

• Review and manage the base business portfolio to ensure an optimized service mix, increased share of wallet, and identification of opportunities for scope changes and project expansion.

• Create account-specific growth plans, including multi-year strategic roadmaps and long-term value proposals.

• Analyze market trends, competitive positioning, and customer insights to support account strategy and service innovation.

• Lead the full lifecycle of winning new business, including opportunity qualification, bid defense leadership, pricing strategy, negotiation, and contract management.

• Own project scoping efforts to define customer requirements and inform accurate, competitive quoting.

• Manage and drive the quoting process, ensuring solutions are aligned with client needs and internal capabilities.

• Promote Thermo Fisher’s broad suite of clinical trial support services, including Clinical Ancillary Management, Comparator Services, Total Transportation Management, Direct-to-Patient solutions, and Clinical Supply Optimization Services.

• Meet new sales objectives and deliver against targets for new and organic business growth.

• Serve as the primary point of contact and escalation lead for key accounts, guiding expectations and ensuring consistent, high-quality delivery.

• Build and maintain multi-level client relationships, engaging operational teams, SMEs, and executive stakeholders.

• Lead Quarterly Business Reviews (QBRs) and other governance meetings to communicate performance, insights, and strategic recommendations.

• Coordinate across business units—including Client Services, Operations, SMEs, Finance, and Executive Leadership—to deliver a horizontally integrated customer experience and leverage organizational expertise.

• Proactively engage across PSG and CRG to identify cohesive and integrative business opportunities.

• Lead internal business reviews related to account performance, risk, forecasting, and strategic alignment.

• Oversee financial health of assigned accounts, including revenue forecasting, budget adherence, margin analysis, and identification of upside or risk.

• Support development of pricing strategies that ensure competitiveness alongside profitability.

• Provide regular financial and operational updates to internal leadership, supporting broader commercial planning efforts.

• Undertake ad-hoc responsibilities as required by the Line Manager, supporting evolving commercial and operational priorities.

• Participate in customer audits, site visits, and capability presentations to strengthen relationships and demonstrate Thermo Fisher’s value.

• Bachelor’s degree in Business, Life Sciences, Supply Chain, or a related field; or equivalent combination of education and experience.

• 8+ years of experience in account management, business development, or client-facing commercial roles within the…