Sr Key Account Executive Share of Wallet

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:

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

• Bachelors 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

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:

Senior IC