Key Account Executive, Business Development - Central

Thermo Fisher Scientific is a global leader in serving science, and they are seeking a Key Account Executive to drive business development efforts in securing enterprise distribution agreements. The role focuses on building relationships with health systems, leading negotiations, and achieving contracted revenue growth through strategic account management.

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

Requirements:

• Bachelor's degree required
• 7+ years of progressive commercial experience with at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales
• 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 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
• Experience within diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred
• 2+ Years of leadership experience is a plus