Key Accounts Executive, Business Development

Title: Key Accounts Executive, Business Development - West

• Remote, California, United States of America
• Remote, Utah, United States of America
• Remote, Arizona, United States of America

Full time This is a pure business development role focused on winning new enterprise distribution agreements within the target health systems in the assigned region. The Key Account Executive is accountable for originating, advancing, and closing large, multi-year committed distribution contracts that expand Thermo Fisher Scientific’s enterprise presence. Success is measured by signed agreements, contracted revenue growth, pipeline strength, and enterprise penetration within targeted health systems. This role requires a strategic hunter who thrives on pursuing complex opportunities, breaking into new executive relationships, and converting high-value prospects into long-term contractual partnerships. The individual must independently drive opportunity creation, lead sophisticated negotiations, and mobilize cross-functional teams to secure profitable, enterprise-level agreements. The position is remote and requires approximately >50% travel. What will you do?

• 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.

Performance Expectations

• 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.

How will you get here? Education & Experience

• 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.

Knowledge, Skills & Competencies

• 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

Compensation and Benefits

The salary range estimated for this position based in California is $143,900.00–$196,300.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• 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
• Retirement and savings programs, such as our 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

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