Strategic Account Manager (Diagnostics)

Work Schedule

Environmental Conditions

Job Description

Are you passionate about making a difference in the field of diagnostics? Join our team at Thermo Fisher Scientific, the world leader in serving science!

Our diagnostic portfolio offers cutting-edge solutions for areas like transplant, oncology, infectious disease, and allergy and autoimmune disease, among others. We provide innovative answers to some of the most challenging and unique diagnostic questions, that ultimately help clinicians and healthcare professional determine the best treatment for their patients.

The Immunodiagnostic Division (IDD) is focused on the management of allergies, asthma and autoimmune diseases (like diabetes, rheumatoid arthritis and multiple sclerosis). 

The Strategic Account Manager will manage a portfolio of existing customer accounts, with responsibility for protecting and growing reagent and service revenue across the assigned territory. This includes developing strategies to retain existing business, expand assay utilization, identify opportunities to bring additional Allergy and Autoimmunity testing in-house, and deliver against annual account growth objectives.

In addition to commercial growth, the Strategic Account Manager will have responsibility for contract lifecycle management, including monitoring contract timelines, proactively leading renewal discussions, and negotiating pricing and commercial terms in partnership with internal stakeholders.

The role also plays an important part in the customer implementation process. Following new business wins, the Strategic Account Manager partners with Strategic Account Executives, technical teams, service teams, and customer stakeholders to help coordinate implementation from instrument delivery and verification through successful go-live.

As the primary commercial owner of the customer relationship, the Strategic Account Manager will help resolve complex customer issues by coordinating the appropriate technical, service, and commercial resources while maintaining strong relationships across the laboratory organization.

This is a field-based position supporting customers across Northren Illinois, Wisconsin, Minnesota, and Iowa, with significant regional travel required.

• Bachelor’s degree required; Life Sciences or Business discipline preferred.

• 3+ years of success in complex clinical diagnostics, laboratory diagnostics, or lab-focused medical device sales, with experience supporting hospital laboratories, reference labs, or integrated health systems

• Demonstrated success managing large health systems, integrated delivery networks (IDNs), or reference laboratory accounts

• Experience navigating complex customer buying processes and multi-stakeholder decision environments preferred

• Experience managing and growing an existing book of business, including demonstrated success with customer retention, account expansion, and identifying opportunities to increase utilization

• Experience with contract renewals, pricing negotiations, and/or commercial agreement management within healthcare, diagnostics, medical device, or a similarly complex B2B environment

• Proven track record of achieving sales growth in diagnostics or medical device environments

• Strong strategic account management and consultative selling skills

• Excellent communication, presentation, and cross-functional collaboration abilities

• Ability to influence internal and external stakeholders without direct authority

• Strong analytical and business planning capabilities

• Understanding of U.S. healthcare market dynamics, laboratory operations, and reimbursement landscape

• Ability to synthesize complex information and translate it into customer-focused solutions

• Embodies Thermo Fisher’s 4I Values: Integrity, Intensity, Innovation, and Involvement

• Ability to travel up to 75% within the assigned territory

• Valid driver’s license and ability to travel independently throughout the region

• Must be legally authorized to work in the United States without current or future sponsorship

• Must successfully complete a comprehensive background check and drug screening

Compensation and Benefits

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