Sr Key Account Executive - Business Development

Thermo Fisher Scientific invites a senior sales professional to lead enterprise growth in health systems from a remote base in Boston, MA. This role focuses on winning new enterprise distribution agreements, requires substantial travel (more than 50%), and centers on complex negotiations and cross-functional execution. The position offers a competitive salary range of USD 143,900 to 191,900 per year, with a bachelor’s degree as a baseline and 7 or more years of relevant experience.

Benefits

• 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
• 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

Responsibilities

• Own a regional new-business target focused on securing signed, multi-year committed distribution agreements within target health systems
• Identify, target, and penetrate priority health systems not under committed agreement
• Develop and execute aggressive account acquisition strategies that generate measurable contracted revenue growth
• Build executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to enable 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
• Coordinate 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 create new entry points
• Develop comprehensive strategic account plans and execute in partnership with the local team and the customer to achieve defined business outcomes
• Navigate and deliver results within a complex, matrixed organization, demonstrating leadership and influence without direct authority

Requirements

• Bachelor’s 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
• Proven success closing large, multi-million-dollar, multi-year agreements within IDNs or corporate healthcare systems
• Strong hunter track record, breaking into new accounts and converting them into contracted customers
• Consistent record of meeting or exceeding aggressive revenue and contract acquisition targets
• Experience in diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred
• Experience operating effectively within a matrixed, enterprise organization

Technologies

• Microsoft Office Suite (Excel, PowerPoint, Word)
• Power BI
• Salesforce (SFDC)

Performance Expectations

• Achieve annual contracted revenue and margin targets tied to new enterprise agreements
• Deliver a defined number of signed multi-year distribution contracts each year
• Maintain a healthy, forward-looking pipeline with 3 to 5 times quota coverage
• Increase enterprise penetration within assigned target health systems year over year
• Shorten sales cycle timelines through proactive stakeholder alignment and deal control

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office