Director, Strategic Accounts

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

When you are part of Thermo Fisher Scientific, you’ll do challenging work and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization, you will be encouraged to perform at your best. With revenues exceeding $40 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

Job Description

As the Director, Strategic Accounts you will lead a team of Strategic Account Leaders with overall accountability for the strategy, growth, profitability and customer experience of a portfolio of PSG strategic accounts. You will set the direction for enterprise account planning and ensure the team translates deep customer insight into coordinated, cross-divisional strategies that expand Thermo Fisher Scientific's presence, increase share of spend and build durable strategic partnerships.

You will be a member of the Biopharma Strategic Accounts leadership team and will partner closely with Business Unit Presidents, Commercial, Business Management, Strategic Relationship Management, Finance, Operations, Marketing, Strategy and Commercial Operations leaders. Through your team, you will create alignment around customer priorities, governance, investment choices, commercial models and execution across PSG, while personally engaging senior and C-suite customer stakeholders on the most important opportunities, risks and partnership topics.

To be successful in the role you will be a strong people and commercial leader with experience leading strategic account teams in complex global biopharma environments. You will combine strong financial and commercial acumen with customer insight, strategic planning, stakeholder mapping, influencing and negotiation skills. You will be expected to create clarity across a highly matrixed organization, coach account leaders to perform at their best, and maintain a strong bias for action, accountability and measurable results.

A Day in the Life

• Own and manage select strategic accounts relationship and performance, responsible for delivering growth for the most important customers of Thermo Fisher Scientific’s Pharma Services Group (PSG). The Strategic Account Leader to deliver client-specific value propositions that enable growth, resolve issues, reduce costs, and improve performance.
• You will develop deep client relationships and growth plans using the insights gained to lead group-level commercial processes to drive strategic growth and profitability. SALs partner with and through the sales and corporate accounts teams to open and close new molecules and services.
• As an overall PSG relationship owner for those assigned accounts, to lead group-level governance, monitor relationship health, and expand existing business by providing a harmonized, elevated client experience.
• Drive new and existing business growth, profitability, share-of-spend and strategic growth objectives. Primary contributor to account AOP target setting, pipeline review and performance management across responsible strategic accounts
• undefined Lead and develop a global team of Strategic Account Leaders (SALs), setting clear expectations for account strategy, growth, customer experience and execution, and fostering a culture of accountability and collaboration.Coach SALs to build influential relationships at senior and C-suite levels across R&D, clinical operations, strategic sourcing, commercial and other relevant customer functions.Guide and partner with SALs on key strategic priorities such as growth plans, negotiation strategy for complex deals, broader partnership discussion preparation.Lead the implementation and continuous improvements of standardized processes and templates for financial reporting, governance meetings, growth plan and account performance metrics monitoring, escalation and disputes resolution, and other processes that require optimization.Drive cross-divisional opportunity creation and expansion by identifying enterprise synergies, portfolio whitespace, bundles, incentives, rebates and other commercial approaches that deepen strategic partnerships.Influence Business Unit Presidents and Commercial, Finance, Operations, Marketing and Strategy leaders to align customer growth priorities with capacity, investment, pricing, contracting and enterprise priorities.Be a role model leader through proactive performance management, coaching and succession planning; attract, retain and develop high-performing strategic account talent and define annual goals, targets and career development priorities.

Key Requirements

• 10+ years of progressive commercial, strategic account, key account or relationship management experience within pharmaceutical services, CDMO, CRO, biotech, life sciences or related industries, including significant leadership responsibility.

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