Strategic Key Accounts Manager

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary

The Key Account Executive (KAE) – Share of Wallet is responsible for driving organic growth within a defined portfolio of strategic accounts by increasing share of wallet, expanding solution adoption, and strengthening executive-level partnerships. This role focuses on deep account penetration, cross-portfolio selling, and long-term strategic account planning to maximize revenue, profitability, and customer retention.

The KAE serves as a trusted advisor to customers, aligning business objectives with enterprise solutions and coordinating cross-functional resources to deliver measurable value.

The position is remote and requires  >50% travel.

Key Responsibilities

·        Develop and execute comprehensive Strategic Account Plans focused on increasing share of wallet within assigned accounts.

·        Identify whitespace opportunities across divisions, business units, and service lines.

·        Build and maintain executive-level relationships, positioning the company as a strategic partner.

·        Conduct high-impact business reviews that align customer goals with delivered outcomes and future opportunities.

·        Drive cross-selling and upselling initiatives by leveraging internal subject matter experts and commercial partners.

·        Analyze account spend, market trends, and competitive landscape to identify growth strategies.

·        Lead opportunity pipeline management, forecasting, and revenue tracking within assigned portfolio.

·        Collaborate with Account Managers, Business Development, Marketing, and Operations to ensure coordinated execution.

·        Monitor contract performance and identify opportunities for renewals, extensions, and expansions.

·        Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.

·        Maintain disciplined CRM documentation, including action plans and growth initiatives.

 

Qualifications

·        Bachelor’s degree required; advanced degree preferred.

·        5+ years of strategic sales or key account management experience; 2+ years of leadership experience preferred

·        Demonstrated success in growing share of wallet within complex, multi-site accounts.

·        Strong financial and analytical acumen.

·        Proven ability to build executive-level relationships and influence decision-makers.

·        Excellent presentation, negotiation, and communication skills.

·        Ability to manage multiple stakeholders and navigate matrixed organizations.

Knowledge, Skills & Competencies

·        Enterprise account penetration strategy expertise.

·        Advanced negotiation and deal structuring capabilities.

·        Strong financial acumen (ROI modeling, margin analysis, long-term contract economics).

·        Ability to navigate complex IDN decision-making hierarchies.

·        Executive presence and persuasive communication skills.

·        High resilience, urgency, and competitive drive.

·        Self-starter mentality with disciplined pipeline management.

·        Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC

Compensation and Benefits

The salary range estimated for this position based in California is $157,000.00–$196,300.00.

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