Lead Account Manager - US Remote - Remote Eligible

Lead Account Manager

The Lead Account Manager is responsible for driving new business growth, leading sales initiatives, and executing strategic account plans to achieve defined revenue and profitability targets across a designated portfolio of accounts. This role serves as the strategic partner to key customers, ensuring Thermo Fisher's capabilities are aligned with their evolving needs while maintaining a strong focus on commercial performance and operational excellence. The Lead Account Manager will balance customer value with business objectives, ensuring solutions are both client-centered and commercially sound. By fostering strong relationships, overseeing complex proposals, and leading cross-functional collaboration, this role ensures an outstanding customer experience while advancing long-term account growth and organizational success.

Responsibilities

Strategic Account Ownership:

• Develop and execute the business relationship strategy by understanding the customer's organizational structure, strategic initiatives, and aligning Thermo Fisher capabilities to drive organic growth.
• Review and manage the base business portfolio to ensure an optimized service mix, increased share of wallet, and identification of opportunities for scope changes and project expansion.
• Create account-specific growth plans, including multi-year strategic roadmaps and long-term value proposals.
• Analyze market trends, competitive positioning, and customer insights to support account strategy and service innovation.

New Business Development:

• Lead the full lifecycle of winning new business, including opportunity qualification, bid defense leadership, pricing strategy, negotiation, and contract management.
• Own project scoping efforts to define customer requirements and inform accurate, competitive quoting.
• Manage and drive the quoting process, ensuring solutions are aligned with client needs and internal capabilities.
• Promote Thermo Fisher's broad suite of clinical trial support services, including Clinical Ancillary Management, Comparator Services, Total Transportation Management, Direct-to-Patient solutions, and Clinical Supply Optimization Services.
• Meet new sales objectives and deliver against targets for new and organic business growth.

Client Relationship Management:

• Serve as the primary point of contact and escalation lead for key accounts, guiding expectations and ensuring consistent, high-quality delivery.
• Build and maintain multi-level client relationships, engaging operational teams, SMEs, and executive stakeholders.
• Lead Quarterly Business Reviews (QBRs) and other governance meetings to communicate performance, insights, and strategic recommendations.

Cross-Functional Leadership & Collaboration:

• Coordinate across business units—including Client Services, Operations, SMEs, Finance, and Executive Leadership—to deliver a horizontally integrated customer experience and leverage organizational expertise.
• Proactively engage across PSG and CRG to identify cohesive and integrative business opportunities.
• Lead internal business reviews related to account performance, risk, forecasting, and strategic alignment.

Financial Management & Performance:

• Oversee financial health of assigned accounts, including revenue forecasting, budget adherence, margin analysis, and identification of upside or risk.
• Support development of pricing strategies that ensure competitiveness alongside profitability.
• Provide regular financial and operational updates to internal leadership, supporting broader commercial planning efforts.

Additional Duties:

• Undertake ad-hoc responsibilities as required by the Line Manager, supporting evolving commercial and operational priorities.
• Participate in customer audits, site visits, and capability presentations to strengthen relationships and demonstrate Thermo Fisher's value.

Minimum Qualifications

Bachelor's degree in Business, Life Sciences, Supply Chain, or a related field; or equivalent combination of education and experience. 8+ years of experience in account management, business development, or client-facing commercial roles within the pharmaceutical, biotechnology, clinical supply, or related industry. Proven track record of meeting or exceeding revenue, margin, or sales growth targets. Demonstrated ability to lead complex customer engagements, including contract negotiations, bid defenses, and strategic account planning. Strong financial acumen, including experience with forecasting, pricing, budgeting, and margin management. Excellent communication, presentation, and interpersonal skills with the ability to engage multiple levels of stakeholders—both internally and externally. Ability to manage multiple priorities in a fast-paced, matrixed environment while maintaining a high level of attention to detail. Solid understanding of GMP/GDP principles, regulatory expectations, and quality standards relevant to clinical supply chain or pharmaceutical services. Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office Suite.

Preferred Qualifications

Advanced degree (MBA, MS, or equivalent) in Business, Life Sciences, or a related field. 10+ years of progressive experience in account management or business development within clinical trial services, CDMO, logistics, or pharmaceutical operations. Experience managing global accounts or complex multi-service portfolios. Prior experience in clinical supply chain services such as Comparator sourcing, Clinical Ancillary Management, Packaging/Labeling, Distribution, or Direct-to-Patient solutions. Strong understanding of clinical trial phases, sponsor/CRO dynamics, and industry regulatory environment. Ability to influence without authority and drive alignment across multiple business units.

Travel Requirements

Ability to travel up to 25–35% of the time, depending on business needs and account assignments. Travel may include domestic and international trips to client sites, internal facilities, industry events, and bid defense. Occasional short-notice travel may be required to support critical customer engagements, strategic account reviews, or issue resolution. Must maintain a valid passport and be able to meet international travel and visa requirements where applicable. Ability to participate in on-site customer meetings, audits, and capability presentations as needed to support business development and account management activities.

Compensation and Benefits

The salary range estimated for this position based in Pennsylvania is $108,000.00–$162,000.00. 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 Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.