Senior Director, Biotech Account Management - West Coast

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description When you are part of Thermo Fisher Scientific, you’ll do challenging work and be part of a team that values performance, quality and innovation. As part of a successful, growing global organization, you will be encouraged to perform at your best. With revenues exceeding $40 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

The Senior Director, Biotech Account Management is a senior commercial leader responsible for driving growth, retention, and strategic customer engagement across a defined geographic region. Reporting to the Vice President, Biotech Account Management, this leader translates the Pharma Services Group’s (PSG) Biotech account management strategy into regional execution, ensuring consistent customer experience, commercial performance, and organizational effectiveness. The Senior Director leads a large team of Biotech Account Management professionals responsible for managing strategic pharmaceutical and biotechnology customer relationships across the region. This role is accountable for achieving revenue growth objectives, expanding customer partnerships, increasing share of wallet, and delivering long-term customer value. As a key member of the Biotech Account Management leadership team, this individual partners closely with Commercial, Business Unit, Operations, Finance, Marketing, and Strategy leaders to align customer growth initiatives, resource allocation, and business priorities across the region. The ideal candidate is a highly collaborative commercial executive with deep pharmaceutical services experience, strong leadership capabilities, and a proven track record of leading high-performing sales and account management organizations within complex global environments. A Day in the Life • Lead the execution of PSG’s biotech account management strategy across the assigned region, ensuring alignment with global commercial priorities and customer engagement objectives. • Own regional strategic account performance, including revenue growth, customer retention, profitability, customer satisfaction, and share-of-wallet expansion. • Lead, coach, and develop a high-performing regional account management organization, fostering a culture of accountability, customer-centricity, inclusion, and continuous improvement. • Establish clear performance expectations, talent development plans, and succession strategies to strengthen organizational capability and leadership depth. • Partner with regional and global commercial leaders to identify growth opportunities, accelerate pipeline development, and drive strategic account planning. • Build and maintain executive-level relationships with key customer stakeholders, serving as an escalation point and trusted advisor for strategic accounts. • Collaborate with Business Unit, Operations, Finance, and Strategy teams to align customer priorities with business objectives and operational capabilities. • Champion the voice of the customer by providing market intelligence, competitive insights, and customer feedback to PSG leadership. • Drive disciplined account management processes, forecasting accuracy, opportunity management, and CRM utilization across the region. • Support the implementation of commercial transformation initiatives, including digital enablement, analytics adoption, process optimization, and customer engagement innovations. • Ensure consistent execution of account governance, customer business reviews, and executive sponsorship programs. • Represent PSG at customer meetings, industry conferences, and regional commercial leadership forums. • Partner with the Vice President, Global Account Management to identify best practices and scale successful customer engagement strategies across regions. Key Requirements • 12+ years of