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About the Role

The 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.

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 navigate and deliver 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.

Requirements

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.

Skills

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

Location

Remote

Work Type

Remote
Standard (Mon-Fri)

Experience Level

5+ years of strategic sales or key account management experience
2+ years of leadership experience preferred

Education Level

Bachelor’s degree
Advanced degree preferred

Salary/Compensations

$157,000.00–$196,300.00
Variable annual bonus based on company, team, and/or individual performance results

Benefits

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

About the Company

Thermo Fisher Scientific