Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
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 to 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, like protecting the environment, making sure our food is safe or helping find cures for cancer.
Senior Director, Global Strategic Accounts
Position Summary
The Senior Director, Global Strategic Accounts, is a senior commercial leader responsible for driving enterprise growth, strategic partnerships, and global account performance across the company’s most critical customers, including leading pharmaceutical organizations, contract testing laboratories (CTLs), and select global strategic accounts.
This role combines direct account ownership, enterprise selling, and people leadership. The successful candidate will lead a team of Global Account Leaders while personally managing a select group of flagship, high-value global accounts.
Operating within a Global Account Management (GAM) framework, this leader will define and execute multi-year account strategies, build executive-level partnerships, and deliver measurable commercial outcomes through cross-business collaboration.
Scope & Scale of Role
- Direct ownership of a portfolio of global strategic accounts representing significant annual revenue (+$300M)
- Direct management of 2–5 flagship global accounts, including top-tier pharmaceutical and CTL customers
- Leadership of a team of Global Account Managers across multiple regions (Americas, EMEA, APAC)
- Accountability for global revenue growth, pipeline, and long-range account planning
- Responsibility for influencing multi-BU engagement across a diverse portfolio of products, services, and solutions
- Engagement with C-suite and senior executive stakeholders, both internally and within customer organizations
- Operates in a highly matrixed, global environment, requiring alignment across commercial, product, and operational teams
Key Responsibilities
Global Account Strategy & Execution
- Define and lead multi-year global account strategies aligned to customer priorities and business objectives
- Translate strategy into clear execution plans, pipeline development, and revenue outcomes
- Identify and capture whitespace opportunities across regions, BUs, and service offerings
- Drive disciplined account planning aligned to GAM standards
Commercial Leadership & Results Delivery
- Own and deliver against revenue, growth, and profitability targets for assigned accounts
- Lead complex, multi-region deal strategies, including enterprise agreements and long-term partnerships
- Build and maintain a robust, high-quality pipeline with accurate forecasting
- Champion value-based selling and measurable customer impact
- Initiate and scale strategic programs and projects that unlock new growth
People Leadership & Team Performance
- Lead, coach, and develop a high-performing global account team
- Establish clear performance expectations, KPIs, and accountability mechanisms
- Build organizational capability in strategic selling, account planning, and executive engagement
- Drive a culture of ownership, collaboration, and results orientation
Enterprise & Cross-BU Orchestration
- Align and mobilize resources across Business Units, regions, and functions to deliver integrated solutions
- Drive execution of a “One Company” approach within strategic accounts
- Influence senior internal stakeholders to prioritize investments and strategic initiatives
- Balance global consistency with regional execution needs
Executive Customer Engagement
- Build trusted relationships with C-suite and senior decision-makers
- Act as executive sponsor for top-tier accounts
- Lead executive business reviews, governance forums, and strategic planning sessions
- Serve as the senior escalation point for complex, high-impact issues
Performance Management & Governance
- Establish strong operating cadence, governance, and communication rhythms
- Track and drive performance across revenue, pipeline, customer satisfaction, and strategic initiatives
- Identify risks early and implement corrective actions
- Partner with Finance on forecasting and long-range account planning
Qualifications
- Bachelor’s degree required; advanced degree (MBA or scientific discipline) preferred
- 12–15+ years of experience in strategic account management, enterprise sales, or commercial leadership within life sciences
- Strong experience managing global pharmaceutical and/or contract testing laboratory (CTL) accounts
- Proven track record of owning and growing large, complex, multi-region accounts with clear revenue accountability
- Demonstrated success in leading and developing high-performing teams in a matrixed organization
- Strong executive presence with experience engaging C-level stakeholders
Key Competencies
- Strategic thinking with strong execution discipline
- Results orientation and commercial accountability
- Executive relationship management
- Cross-functional leadership and influence
- Financial and business acumen
- Complex negotiation and deal leadership
What Success Looks Like
- Consistent delivery against revenue and growth targets across strategic accounts
- Expansion of share of wallet and enterprise partnerships within pharma and CTL customers
- Strong, durable C-suite relationships and customer advocacy
- A high-performing, accountable global account team
Compensation and Benefits
The salary range estimated for this position based in Massachusetts is $205,400.00–$273,800.00.This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
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
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
Skills Required
- Bachelor's degree
- 12–15+ years of experience in strategic account management, enterprise sales, or commercial leadership within life sciences
- Experience managing global pharmaceutical and/or contract testing laboratory accounts
- Track record of owning and growing large, complex, multi-region accounts with revenue accountability
- Experience leading and developing high-performing teams in a matrixed organization
- Experience engaging C-level stakeholders with strong executive presence
- Advanced degree, such as an MBA or scientific discipline
Thermo Fisher Scientific Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thermo Fisher Scientific and has not been reviewed or approved by Thermo Fisher Scientific.
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Retirement Support — Retirement programs include a strong company 401(k) match and an employee stock purchase plan that add meaningful long‑term value. Feedback suggests these features stand out among core financial benefits even when base pay feels average.
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Healthcare Strength — Health coverage offers multiple national medical options alongside dental and vision, with company‑paid life and disability coverage. This breadth is considered a solid foundation even if some costs may not be the lowest among peers.
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Parental & Family Support — Paid parental and caregiver leave, backup care, adoption assistance, and specialized family resources are available. Feedback suggests these supports are a notable plus for colleagues managing family and caregiving needs.
Thermo Fisher Scientific Insights
What We Do
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $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.
Why Work With Us
You will join a company which every colleague has the opportunity to create possibilities, for oneself, for our customers and patients. There is no more exciting place to be than at the forefront of solving problems which help improve lives around the world. As a company, we are committed to supporting your career aspirations and your journey.
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