Thermo Fisher Scientific Strategic Account Executive in Los Angeles, California

Job Description

Strategic Account Executive


When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, and you’ll be valued and recognized for your performance. With talented managers and inspiring co-workers to support you, you’ll find the resources and opportunities to make significant contributions to the world.

Location/Division Specific Information

The ImmunoDiagnostics Division (IDD) develops, manufactures, and markets complete blood test systems to support the clinical diagnosis and monitoring of allergy, asthma and autoimmune diseases. With 1,500 employees worldwide, IDD is the global leader in in vitro allergy testing and also the European leader in autoimmunity diagnostics. The allergy and autoimmunity product lines operate on a common instrument platform, Phadia Laboratory Systems, which supports both productivity and cost efficiencies in clinical laboratories around the world. The leading products of the ImmunoDiagnostics Division include ImmunoCAP for allergy and asthma tests and EliA for autoimmunity tests.

How will you make an impact?

The position is responsible for securing prescribed revenue objectives for IDD’s allergy and autoimmune products in a designated geographic territory. The individual is expected to prospect and close new Laboratory and Health System business, maintain and grow existing laboratory accounts, and see that laboratory logistics are in place in specified markets to facilitate efficient and effective pull-through. Work closely with all Thermo Fisher Scientific divisions, specifically Fisher Healthcare, to leverage a total Thermo Fisher Scientific experience.

What will you do?

  • Present and successfully sell our value proposition at the C-Suite level, as well as ensure total account buy-in and satisfaction. Understand the dynamics of healthcare delivery in designated markets (including knowledge of healthcare systems, hospitals, laboratory providers, payers, key influencers, and thought leaders in the medical community).

  • Protect our current base through excellent account management to grow our Autoimmune business in all key markets. This requires effectively balancing the financial goals of the organization and the customer to sell capital equipment to secure long-term contracts and relationships with customers.

  • Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective, appropriate instrument placements to drive sustained clinical adoption in assigned territory.

Capture autoimmune market share through competitive conversion utilizing all contractual options (purchase, lease, and placement). Sell Capital serving as IDDs Instrument specialist and work closely with Area Director to ensure strategic goals are met by appropriately placing instruments that facilitate long-term growth before, during, and after placement. Travel is frequent, at approximately 80% of total time.

How will you get here?


  • Bachelor’s degree in business or sciences required.


  • 7+ years of relevant commercial diagnostic sales experience working in partnership with senior level stakeholders

  • Demonstrated success and strength in developing strong customer relationships and translating customer business goals and challenges into company-provided solutions and services

  • Demonstrated skills in leadership, strategic selling, negotiating, presentation and financial/business acumen

  • 2+ years successful experience in capital diagnostic or medical device sales, and a 1 – 3 year track record 3-yearven success as a Regional Account Manager (or equivalent)

  • Successful C-Suite sales history

Knowledge, Skills, Abilities

  • Self-starter, able to work independently in a remote capacity, and be willing to travel approximately 80% of time (mainly in your own Area, but also throughout the U.S.).

  • Cultivating, leveraging, and developing long-term customer relationships, including “C” level and Senior VP level relationships, coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain strategic focus on lifecycle cost for Phadia Lab system equipment. Collaborate with Director of Operations to provide seamless customer service.

  • Manage operating plan objectives relative to Point of Sale, Capital Equipment Sales, Contract Renewal, and Competitive Conversions.

  • Possess strong listening and interpersonal skills, and effective oral and written presentation communication skills.

  • Energetic, motivated and resourceful meet and/or exceed annual growth targets.

  • Be business plan-focused and effectively persistent and persuasive, while also being appropriately flexible and resilient, in order to respond to changing business and customer needs

  • A greater understanding of the competitive landscape in their customer base

  • Able to “think on your feet”, be well organized, and results driven;

  • Possess a detailed understanding of the complexities of healthcare delivery systems and a basic understanding of healthcare finance/accounting and provider/payer economics;

  • Have a solid background in market and account development, creating and implementing successful business strategies that drive market and sales growth.

  • Prefer prior Medical Technologist, Clinical Laboratory Technicians (CLTs) or Medical Laboratory Technicians (MLTs) background or other ‘hands on’ laboratory experience

  • Possess strong analytical capabilities in order to assess and understand profitability of customer relationships in order to effectively partner and negotiate

  • Be able to effectively partner with internal functions in order to ‘quarterback’ customer needs

At Thermo Fisher Scientific, each one of our 70,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.

Apply today!

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.

If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here at for further assistance.

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.