Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description Industry European Director – Key Accounts Customer Channels Group | Research & Safety Market Division Location: Remote – Europe Career Band: 9 At Thermo Fisher Scientific, you’ll do work that truly matters. Every day, our teams enable customers to make the world healthier, cleaner, and safer—supporting breakthroughs in science, protecting the environment, ensuring food safety, and helping to find cures for cancer. We invest in our people with the resources, support, and opportunities needed to grow meaningful careers while making a global impact. We are seeking a Industry Director – Key Accounts to lead and grow some of our largest and most strategic global customer relationships within the BioPharma and Research & Safety markets. This is a senior, enterprise-level role with responsibility for shaping account strategy, driving growth, and delivering long-term value across complex, multi-geographic customer portfolios. The Role As Industry Director, you will act as the global account lead for assigned regional and global customers, owning the relationship strategy and ensuring consistent execution across Europe, North America, and collaboration with APAC and emerging regions as needed. You will be accountable for revenue, margin, and share-of-wallet growth, leading all account development activities including strategy creation, execution, pricing, contract renewals, and RFP responses. You will work closely with senior customer stakeholders, Thermo Fisher leadership, sales teams, marketing, finance, and suppliers to align resources, articulate value propositions, and deliver tailored solutions. This role requires strong executive presence, the ability to influence in a matrix environment, and comfort operating at the most senior customer and internal levels. Key Responsibilities Serve as global relationship owner for assigned key accounts, leading account strategy and execution across regions Achieve or exceed sales, margin, and profitability targets by driving growth opportunities and portfolio expansion Lead RFPs, contract renewals, pricing strategies, and customer presentations, including engagement with senior leadership Build and maintain senior-level relationships with customers, internal stakeholders, and partners Coordinate cross-functionally to support forecasting, planning, and account-specific initiatives Drive customer satisfaction, market share growth, and continuous improvement across accounts What We’re Looking For Bachelor’s degree required; MBA preferred or equivalent experience 8 years of relevant experience with a strong background in science and the life sciences or related industry Proven success managing and growing senior-level global customer relationships Strong financial acumen, including pricing, forecasting, and profitability management Demonstrated ability to lead and influence in a matrix organization without direct authority Executive-level communication, negotiation, and strategic selling skills Core Competencies The successful candidate will demonstrate the following competencies: Deep understanding of global business practices, with the ability to navigate regional differences and adapt strategies across Europe, North America, and emerging markets. Proven ability to identify and convert business development opportunities, defining and executing strategic solutions with minimal direction while personally driving key initiatives. Strong commercial acumen with the ability to clearly articulate profitability levers, build strategic account growth plans, and overcome obstacles through collaboration with field sales teams. Exceptional relationship-building skills, consistently engaging senior stakeholders across multiple levels of customer organizations and proactively anticipating and resolving issues. Ability to drive alignment across regions, functions, and organizations in complex matrix environments, influencing without formal authority. Experience managing multiple strategic accounts simultaneously, setting priorities, meeting deadlines, and balancing customer and business needs while maintaining disciplined reporting and governance. Commitment to continuous improvement and leadership development, including seeking feedback, mentoring peers, sharing best practices, and staying at the forefront of industry and customer trends. Strong executive presence, able to articulate account strategy, influence decision-makers, and negotiate win-win outcomes, including delivery of difficult messages with professionalism. Demonstrated financial and commercial expertise, including development of customer proposals, KPIs, pricing strategies, proformas, forecasting, and budget preparation with limited finance support. Proven capability to independently lead RFP and contract renewal processes, leveraging market intelligence to secure competitive advantage while meeting customer and company objectives. Effective use of internal resources and supplier partnerships to drive cross-functional accountability, execution excellence, and sustained account performance. Strong background in strategic selling, negotiation, and project management, underpinned by solid scientific and industry knowledge. Why Join Thermo Fisher Scientific This role offers the opportunity to operate at the enterprise level, influence global strategy, and shape long-term partnerships with industry-leading customers—all while being part of a mission-driven organization committed to scientific progress and professional growth. If you are a strategic, commercially driven leader who thrives in complex environments and wants to make a real global impact, we would love to hear from you.