What are the responsibilities and job description for the Key Account Executive, Share of Wallet position at myGwork - LGBTQ Business Community?
This job is with Thermo Fisher Scientific, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ business community. Please do not contact the recruiter directly.
Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Key Account Executive – Share of Wallet
How will you make an impact?
Position Summary
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.
The position is remote and requires >50% travel.
Key Responsibilities
Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
Key Account Executive – Share of Wallet
How will you make an impact?
Position Summary
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.
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.
- 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.
- 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