Sr Key Account Executive - Business Development

Thermo Fisher Scientific is a leading company in the healthcare industry, and they are seeking a Sr Key Account Executive focused on business development. This role involves securing large, multi-year distribution agreements with health systems, requiring a strategic approach to relationship building and negotiation.

Responsibilities:

• 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
• 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 (3–5x quota coverage)
• Increase enterprise penetration within assigned target health systems year over year
• Shorten sales cycle timelines through proactive stakeholder alignment and deal control

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
• 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
• 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
• MBA or advanced degree preferred