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](https://jobs.thermofisher.com/global/en/total-rewards)