Work ScheduleStandard (Mon-Fri)
Environmental ConditionsOffice
Job DescriptionPosition SummaryThe Key Account Executive (KAE) - Share of Wallet is responsible for driving organic growth within a defined portfolio of strategic accounts by increasing share of wallet, expanding solution adoption, and strengthening executive-level partnerships. This role focuses on deep account penetration, cross-portfolio selling, and long-term strategic account planning to maximize revenue, profitability, and customer retention.
The KAE serves as a trusted advisor to customers, aligning business objectives with enterprise solutions and coordinating cross-functional resources to deliver measurable value.
The position is remote and requires >50% travel.
Key Responsibilities• Develop and execute comprehensive Strategic Account Plans focused on increasing share of wallet within assigned accounts.
• Identify whitespace opportunities across divisions, business units, and service lines.
• Build and maintain executive-level relationships, positioning the company as a strategic partner.
• Conduct high-impact business reviews that align customer goals with delivered outcomes and future opportunities.
• Drive cross-selling and upselling initiatives by leveraging internal subject matter experts and commercial partners.
• Analyze account spend, market trends, and competitive landscape to identify growth strategies.
• Lead opportunity pipeline management, forecasting, and revenue tracking within assigned portfolio.
• Collaborate with Account Managers, Business Development, Marketing, and Operations to ensure coordinated execution.
• Monitor contract performance and identify opportunities for renewals, extensions, and expansions.
• Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.
• Maintain disciplined CRM documentation, including action plans and growth initiatives.
Qualifications• Bachelor's degree required; advanced degree preferred.
• 5+ years of strategic sales or key account management experience; 2+ years of leadership experience preferred
• Demonstrated success in growing share of wallet within complex, multi-site accounts.
• Strong financial and analytical acumen.
• Proven ability to build executive-level relationships and influence decision-makers.
• Excellent presentation, negotiation, and communication skills.
• Ability to manage multiple stakeholders and navigate matrixed organizations.
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 BenefitsThe salary range estimated for this position based in California is $157,000.00-$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
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards
