Senior Director, Sales North America

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Job Title: Sr Director, Global Commercial Operations – CDD NORAM

When you’re part of the team at Thermo Fisher Scientific, you’ll do meaningful work, that makes a positive impact on a global scale. Join 100,000 colleagues who bring our Mission to life each day to enable our customers to make the world healthier, cleaner and safer. You’ll find the resources here to achieve your career goals and help take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Division Specific Information

The Clinical Diagnostics Division (CDD) provides innovative diagnostic solutions for select IVD market segments and has been a trusted supplier in the IVD industry for over 40 years. The division provides products for drugs of abuse testing, therapeutic drug monitoring, quality control, sepsis diagnosis, prenatal screening and more. Additionally, the division provides advanced laboratory instrumentation and high-throughput laboratory automation equipment for use in a variety of laboratory settings. Products are offered through direct sales, regional distributors, and OEM partnerships.

The Sr Director Global Commercial Operations (GCO) NORAM is a senior level Commercial leadership position and a critical member of the GCO leadership team. This position works directly with the VP GCO and BU Leaders, to develop and implement commercial strategies and drive long term growth and profitability for the North America region.

The leader in this position must be able to operate at both strategic and tactical levels, to effectively develop and drive the NORAM growth strategy, by identifying growth levers, prioritizing and filtering opportunities, to improve the full value chain within North America. The role must successfully build strong relationships across all business units and functional departments within the Division, Group, Corporate Development and strategic accounts organizations.

In particular, as a subject matter expert in clinical diagnostics, you will demonstrate your experience of external markets to better position a one Thermo Fisher Scientific offering in NORAM.

• Own and drive the NORAM commercial growth agenda, aligning cross-business priorities (Biomarkers, Niche Diagnostics, Analyzers & Automation) to accelerate revenue, expand market share, and strengthen competitive positioning.
• Define and execute a multi-year regional commercial strategy, setting clear growth vectors, investment priorities, and resource allocation to maximize long-term value creation.
• Lead, scale, and inspire a high-performing sales organization (50+ team members) to consistently deliver against $100M+ revenue targets, while building a strong leadership bench and performance culture.
• Serve as the senior commercial integrator across NORAM, aligning Marketing, Commercial Operations, QA/RA, and Communications to deliver a seamless, customer-centric experience and drive Customer Allegiance Score (CAS) improvement.
• Champion enterprise-wide collaboration, partnering with key functions (IT, Portfolio Management, PPI, Pricing, Finance, Customer Service) and Thermo Fisher country/division leaders to unlock synergies and accelerate growth.
• Anticipate and shape market evolution, synthesizing diagnostics industry trends, customer needs, funding dynamics, and competitive intelligence to identify and act on high-impact growth opportunities.
• Provide strategic and analytical leadership across divisions, including market sizing, competitive benchmarking, customer segmentation, and financial modeling to inform executive decision-making.
• Translate financial insights into actionable growth plans, partnering closely with Finance to identify value levers, prioritize investments, and build data-driven business cases.
• Instill a metrics-driven operating cadence, leveraging data, KPIs, and continuous improvement principles to drive accountability, execution rigor, and sustained performance gains.
• Design and evolve an agile, customer-centric commercial organization, developing sales leaders and capabilities that deliver differentiated enterprise and workflow-based solutions.

Requirements

• 10 years of relevant experience in life sciences, diagnostics, or related technical industries
• Bachelor’s degree required, preferably in diagnostics, life sciences or other related field
• Leadership of Sales teams in health care environments preferred
• In vitro diagnostics (IVD) sales experience preferred

Knowledge, Skills & Abilities

• Demonstrated impact building, leading strategy and business development, understanding and managing P&L metrics
• Illustrated examples of successful working in a global, matrixed environment with ability to influence without authority
• Strong customer/quality orientation to effectively build and manage customer/partner relationships at the most senior level
• Demonstrated ability to understand, analyze and assimilate complex issues, draw accurate conclusions, prioritize and formulate clear strategies and initiatives
• Strong critical thinking, financial competence
• Outstanding role model leadership behaviors.
• Passionate leader seeking to advance organizational vision.  Leadership presence with advanced interpersonal and facilitation skills. Capacity to influence, empower, and promote enthusiasm and practical process improvement through verbal, written, and presentation skills
• Track record of effectively driving a Sales results from a business and cultural standpoint
• Willingness to travel up to 75%, both domestically and internationally, as required

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $200,000.00–$274,000.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards