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Thermo Fisher Scientific Sr Director, Global Commercial Sales and Marketing in Waltham, Massachusetts

Job Description

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing efficiency in their laboratories, we are here to support them. Our team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit .

Position Summary:

This position drives top line revenue and market growth in the Transplant Diagnostics business (TDX). As a member of Division Senior Leadership Team (SLT), is responsible for development and performance of the commercial strategy, marketing and customer experience to achieve annual and long-term growth. This role leads four expansive capabilities within the division. This position will have oversight and direct responsibility for:

  • Global Sales

  • Market Development

  • Customer Experience

  • Commercial Operations

The Senior Director leads the overall strategy to define the market and customer engagement strategy for transplantation products and services that advance the division’s external market presence. The leader focuses on strengthening competitive sales capabilities and evolving the global regional commercial model. This position works closely with business segment and functional leadership in Product Management, Software, Services, Operations, and Quality/Regulatory to ensure the seamless execution of commercial sales results and maintaining an impeccable customer experience. Other responsibilities include collaborating with other Thermo Fisher Scientific businesses to optimize alignment and coordination within the organization.

Key Responsibilities

  • Facilitate collaboration across multiple functions and indirect partners to ensure customer satisfaction and overall sales growth.

  • Implement and manage an efficient sales organization for the successful distribution of all TDX products across the global enterprise

  • Development of Annual Operating Plan and to manage successful implementation and execution

  • Actively partner with TDX SLT to support the annual strategic planning process (development and implementation)

  • Lead sales leadership team, responsible for global commercial organization through direct and distribution channels

  • Develop strategies to drive sales growth, strong customer relations, new product adoption, technical support for all products and services, timely resolution of customer problems, and collection of market information as required.

  • Redefine the overall customer experience from lead generation to distribution execution.

  • Regularly communicate status of the sales organization and current market conditions to the TDX leadership team

  • Implement measurable metrics for direct and indirect sales teams

  • Lead monthly commercial governance process to ensure achievement of sales targets, forecast and new opportunities

  • Directly negotiate and/or approve financial arrangements with customers

  • Routinely evaluate sales activities and performance, providing ongoing feedback for improvement regarding team needs.

  • Responsible for the architecture of the incentive program for the Sales department

  • Implement Thermo Fisher Talent practices to develop team performance and engagement (Selection and hiring, Training, Performance management and development (PMD) and incentives (commissions)

  • Work closely with Product Marketing, Customer Support/Product Specialists, Technical Training, R&D, and Operations to ensure AOP achievement, providing insights on customer feedback, product features and functions, trends, program needs, customer outreach programs and events

  • Maintains and ensure team alignment with financial rigor by following approved and set TDX budgetary and expense guidelines, policies, and procedures


  • 15 years of direct experience required

  • MBA or Masters in technical field preferred. Prior experience in life science or medical device organization a plus

  • Strong business insight, analytical and problem solving skills

  • Deep professional networks including relationships with key business partners and customers

  • Knowledge of the trends, financial and profitability drivers for the industry

  • Proven record driving large scale initiatives from a business and cultural standpoint

  • Strong leadership skills and proven ability to adapt leadership style to different situations and people as well as to a complex business structure of a diverse portfolio of products.

  • Self-motivated; bias for action

  • Builds a great team and great culture across TDX.

  • Attracts, engages, develops, and retains top talent at all levels of the organization.

  • Inspires, influences, and empowers employees across the matrix (both direct and indirect teams globally) to overachieve objectives.

  • Decisive leader with ability to lead and empower teams to develop impactful short and long-term strategies and action plans and drive for results.

  • Outstanding process orientation: must regard all activities as processes that can be continuously improved and act as an agent of change

  • Strong self-direction and initiative with desire to own and make decisions with input from colleagues and supervisors

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us ( . As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today!

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

Accessibility/Disability Access

Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.

  • This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.