Sr Director, Global Accounts

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Senior Director, Global Strategic Accounts

Position Summary

The Senior Director, Global Strategic Accounts, is a senior commercial leader responsible for driving enterprise growth, strategic partnerships, and global account performance across the company’s most critical customers, including leading pharmaceutical organizations, contract testing laboratories (CTLs), and select global strategic accounts.

This role combines direct account ownership, enterprise selling, and people leadership. The successful candidate will lead a team of Global Account Leaders while personally managing a select group of flagship, high-value global accounts.

Operating within a Global Account Management (GAM) framework, this leader will define and execute multi-year account strategies, build executive-level partnerships, and deliver measurable commercial outcomes through cross-business collaboration.

Scope & Scale of Role

• Direct ownership of a portfolio of global strategic accounts representing significant annual revenue (+$300M)
• Direct management of 2–5 flagship global accounts, including top-tier pharmaceutical and CTL customers
• Leadership of a team of Global Account Managers across multiple regions (Americas, EMEA, APAC)
• Accountability for global revenue growth, pipeline, and long-range account planning
• Responsibility for influencing multi-BU engagement across a diverse portfolio of products, services, and solutions
• Engagement with C-suite and senior executive stakeholders, both internally and within customer organizations
• Operates in a highly matrixed, global environment, requiring alignment across commercial, product, and operational teams

Key Responsibilities

Global Account Strategy & Execution

• Define and lead multi-year global account strategies aligned to customer priorities and business objectives
• Translate strategy into clear execution plans, pipeline development, and revenue outcomes
• Identify and capture whitespace opportunities across regions, BUs, and service offerings
• Drive disciplined account planning aligned to GAM standards

Commercial Leadership & Results Delivery

• Own and deliver against revenue, growth, and profitability targets for assigned accounts
• Lead complex, multi-region deal strategies, including enterprise agreements and long-term partnerships
• Build and maintain a robust, high-quality pipeline with accurate forecasting
• Champion value-based selling and measurable customer impact
• Initiate and scale strategic programs and projects that unlock new growth

People Leadership & Team Performance

• Lead, coach, and develop a high-performing global account team
• Establish clear performance expectations, KPIs, and accountability mechanisms
• Build organizational capability in strategic selling, account planning, and executive engagement
• Drive a culture of ownership, collaboration, and results orientation

Enterprise & Cross-BU Orchestration

• Align and mobilize resources across Business Units, regions, and functions to deliver integrated solutions
• Drive execution of a “One Company” approach within strategic accounts
• Influence senior internal stakeholders to prioritize investments and strategic initiatives
• Balance global consistency with regional execution needs

Executive Customer Engagement

• Build trusted relationships with C-suite and senior decision-makers
• Act as executive sponsor for top-tier accounts
• Lead executive business reviews, governance forums, and strategic planning sessions
• Serve as the senior escalation point for complex, high-impact issues

Performance Management & Governance

• Establish strong operating cadence, governance, and communication rhythms
• Track and drive performance across revenue, pipeline, customer satisfaction, and strategic initiatives
• Identify risks early and implement corrective actions
• Partne