Strategic Account Manager IVD Manufacturer

As Strategic Account Manager (SAM), you hold full EMEA-wide accountability for a defined set of strategic DxRM customers, with end-to-end responsibility for all customizes across the region. 

You are the single point of commercial ownership, accountable for topline revenue, profitable growth, contractual performance, forecasting accuracy, and customer satisfaction across EMEA. The role operates beyond territory-based selling and requires a holistic, customer-wide approach. 

This is a highly field-based role, requiring a strong on-site presence at customer locations across EMEA. Strategic Account Managers are expected to operate with an “embedded partner” mindset, spending significant time at customer manufacturing and development sites and acting as an extension of the customer’s organization. Success in this role is driven by deep, first-hand understanding of customer operations, workflows, and decision-making environments. .

Key responsibilities

• Own full commercial responsibility for defined strategic DxRM customers across all EMEA sites; target topline revenue, profitable growth, contractual performance, forecasting accuracy, and customer satisfaction.


• Field-based, embedded at customer sites; act as an extension of the customer’s organization with a deep, first-hand understanding of operations and decision-making.


• Develop and execute multi-year EMEA account strategies and plans; leverage data to increase share of wallet and long-term loyalty.


• Lead or support complex, multi-country, multi-site negotiations; own pricing frameworks, renewals, and governance.


• Manage customer inquiries, plant audits, and contract negotiations; provide accurate forecasts and maintain pipeline using Salesforce and digital analytics.


• Collaborate with manufacturing partners to understand processes, pain points, applications, and quality requirements; act as trusted advisor in regulated environments.


• Guide material selection and provide commercial/technical support on critical raw materials; identify opportunities to expand product and service utilization.


• Lead cross-functional virtual teams; partner with Commercial, Marketing, Product Management, R&D, Supply Chain, Quality, Customer Excellence, GSA DxRM, and PS as applicable.


• Operate effectively in a highly matrixed, global organization; maintain alignment with Global Strategic Accounts Director; coordinate with Americas and APAC for a consistent global approach.


• Share customer insights with R&D/Product Management to fuel innovation; monitor competitor positions; participate in trade shows and industry events as required.

Role type: field-based / hybrid within EMEA.

Who you are

• Bachelor’s degree in science, technical, or business; 7–10+ years in strategic account management or senior sales.


• Experience with complex, multi-site customers; strong commercial negotiation background; enterprise-level commercial mindset.


• Effective matrix leader, with business, financial, and contractual acumen; understanding of regulated environments.


• Highly autonomous, accountable, customer-centric, and consultative.


• Fluent in English; additional languages a plus.


• Willing to spend the majority of time in the field, embedded at customer sites across EMEA.