Key Account Executive, Business Development Central

Work Schedule

Environmental Conditions

Job Description

As part of the Thermo Fisher Scientific team youll 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 worlds toughest challenges like protecting the environment making sure our food is safe or helping find cures for cancer.

DESCRIPTION:

How will you make an impact

This is a pure business development role focused on winning new enterprise distribution agreements within the target health systems in the assigned region.

The Key Account Executive is accountable for originating advancing and closing large multi-year committed distribution contracts that expand Thermo Fisher Scientifics enterprise presence. Success is measured by signed agreements contracted revenue growth pipeline strength and enterprise penetration within targeted health systems.

This role requires a strategic hunter who thrives on pursuing complex opportunities breaking into new executive relationships and converting high-value prospects into long-term contractual partnerships. The individual must independently drive opportunity creation lead sophisticated negotiations and mobilize cross-functional teams to secure profitable enterprise-level agreements.

The position is remote and requires approximately >50% travel.

What will you do

• Own a regional new-business target focused exclusively on securing signed multi-year committed distribution agreements within target health systems.
• Proactively identify target and penetrate priority health systems not under committed agreement.
• Build and execute aggressive account acquisition strategies that result in measurable contracted revenue growth.
• Develop executive-level relationships (C-suite Supply Chain Laboratory Finance Clinical Leadership) to create enterprise alignment and sponsorship.
• Generate qualify and maintain a robust high-value pipeline of enterprise opportunities.
• Lead complex negotiations from initial engagement through signed agreement including pricing strategy contract structure and performance commitments.
• Develop and defend internal business cases to secure executive approval for strategic pursuits.
• Orchestrate cross-divisional resources to deliver compelling financial operational and clinical value propositions.
• Drive disciplined opportunity management milestone execution and forecast accuracy.
• Monitor market consolidation competitive displacement opportunities and emerging health systems initiatives to proactively create new entry points.
• Develops comprehensive strategic account plans and drives disciplined execution in partnership with the local team and the customer to achieve defined business outcomes.
• Successfully navigates and delivers results within a complex matrixed organization demonstrating strong capability in leading and influencing without direct authority.

Performance Expectations

• Achieve annual contracted revenue and margin targets tied to new enterprise agreements.
• Deliver a defined number of signed multi-year distribution contracts annually.
• Maintain a healthy forward-looking pipeline (35x quota coverage).
• Increase enterprise penetration within assigned target health systems year over year.
• Shorten sales cycle timelines through proactive stakeholder alignment and deal control.

How will you get here

Education & Experience

• Bachelors degree required; MBA or advanced degree preferred.
• 7 years of progressive commercial experience with at least 5 years in enterprise business development strategic accounts or complex healthcare sales.
• 2 Years of leadership experience is a plus
• Demonstrated success closing large multi-million-dollar multi-year agreements within IDNs or corporate healthcare systems.
• Proven hunter track record evidence of breaking into new accounts and converting them into contracted customers.
• Strong history of meeting or exceeding aggressive revenue and contract acquisition targets.
• Experience within diagnostics clinical laboratory healthcare distribution or related industry strongly preferred.
• Experience operating effectively within a matrixed enterprise organization.

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

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: Experience:

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