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Thermo Fisher Scientific Strategic Account Manager, Lab ImmunoDiagnostics in Boston, Massachusetts

Job Title: Strategic Account Manager, Laboratory – ImmunoDiagnostics Division (IDD)

Reports To: Regional Sales Manager

Group/Division: SDG / IDD

Position Location: Boston, MA

Day/Shift (if applicable): Day

FLSA Status (Exempt/Non-Exempt): Exempt

This position is a remote, field-based role covering the New England states. Ideal candidate should reside in the Boston, MA metro area.

Position Summary

The Strategic Account Manager, is responsible for maintaining reagent revenue in a prescribed group of laboratory accounts. The individual will be expected to maintain, defend, and grow existing laboratory business in these Reference, Hospital, and Health System Laboratory accounts.

S/he is specifically accountable for the strategy development and tactical execution of the Autoimmunity, Allergy and Serology account retention in their given geography. They will also be expected to hold regular Customer Business Reviews to work with the commercial team to ascertain and act on opportunities for growth and optimized lab utilization; initiatives that could include profile normalization, sales/outreach training, cultivation of clinical champions, etc. Where such opportunities exist, the role will act as the primary liaison between the customer (procurement, lab administration, bench, Medical Director, Outreach, etc.) and IDD Commercial personnel (RM’s, HSE’s, SAE’s, TSS’s).

The individual is expected to have a solid working knowledge of the laboratory industry, laboratory sales (Strategic Selling), and an ability to communicate appropriate clinical messages related to IDD’s assays.


The individual will be held accountable for:

  • Maintaining base business

  • Achieving prescribed growth objectives

  • Defending against competitive threat

  • Orchestrating proper use of resources to ensure growth. This includes collaborative execution with RM’s, HSE’s, SAE’s, TSS’s and others where applicable.

  • Holding regular Customer Business Reviews

  • Providing business insight and value to retain customers and ensure customer relationships

  • Leadership and decision making in adjusting strategy to account for local factors or market shifts

The Strategic Account Manager will report to the Regional Sales Manager - Laboratory and will be expected to work closely with Health Systems Executive’s, Strategic Account Executives, Technical Sales Specialists and IDD’s Commercial Personnel –Health System Team and Kalamazoo to achieve revenue goals and excellence in customer service.

Non-Negotiable Hiring Criteria (Required):

  • B.S./B.A., preferably in life sciences or business

  • Minimum of 2 years’ senior level sales experience in Diagnostics Sales, 5 years of experience preferred


  • Diagnostics or Medical Device Sales

  • Strategic Selling/complex selling skills

  • Superior communication skills and demonstrated ability to work effectively in a matrix environment with multiple stakeholders.

  • Results oriented

  • Ability to lead without authority to achieve sales goals.

  • Strong interpersonal skills

  • Ability to assimilate information to garner support for resources, change, etc.

  • Must understand the key market drivers and dynamics of the US healthcare market.

  • Must be a key advocate/enforcer of our Corporate Compliance culture and policies.

  • Must be a role model for the 4-I Values (Integrity, Intensity, Innovation and Involvement)

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit

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.