Sr. Director, Global Commercial Supply & OEM

Overview

Lead global commercial strategy, business development, key account management and sales execution for Thermo Fisher Scientific's OEM and Advanced Therapeutics businesses, and lead a global commercial organization as a senior matrix leader.

What you'll do

• Set the short- and medium-term global business strategy in alignment with long-term divisional and business-unit priorities for OEM and Advanced Therapeutics.
• Develop and execute global go-to-market strategies, strategic plans and market coverage models for key customers, market segments and geographic regions.
• Use market intelligence, customer insight, competitive dynamics and financial analysis to identify opportunities and translate trends into actionable commercial strategies.
• Drive growth at or above market through new customer acquisition, expansion of existing strategic accounts, portfolio penetration and cross-division selling.
• Partner with business-unit and regional commercial leaders to align initiatives, resources and priorities across North America, Europe and other global markets.
• Lead the global sales and business development organization with clear accountability for revenue, pipeline, forecast accuracy, customer outcomes and execution.
• Create the annual operating plan and forecasts, and establish revenue targets, goals and performance mechanisms.
• Develop and harmonize commercial processes and best practices, including CRM, forecasting, planning, sales process, business intelligence, training and compensation.
• Ensure strong execution against customer commitments, including coordination of delivery, logistics, product quality, complaints and other commercial supply requirements.
• Build executive-level relationships with strategic OEM, diagnostic, life science tools, biotech, pharmaceutical and therapeutics customers.
• Develop strategic account plans for global key accounts and other priority customers.
• Lead and support complex, multiyear, multimillion-dollar commercial negotiations involving product sales, supply agreements, licenses and royalties, as applicable.
• Act as senior commercial sponsor for complex global customer programs, facilitating alignment among customers and internal technical, operational, quality and regulatory teams.
• Lead global commercial strategy and business development for Advanced Therapeutics customers, connecting Thermo Fisher technologies and commercial supply capabilities to customer development and manufacturing needs.
• Lead and cultivate matrixed business partners across Market Development, Product Management, Project Management, R&D, Operations, Quality, Regulatory, Finance and field commercial organizations.
• Lead, develop and hold accountable a global team of commercial leaders, and coach managers to translate strategy into team priorities, execution and measurable results.
• Lead talent reviews and succession planning to strengthen leadership continuity and address performance gaps.

What you'll need

• Bachelor's degree in life science, business, engineering or a related field.
• Minimum 10 years of progressive experience in sales, marketing, business development or commercial operations, including significant sales leadership responsibility.
• Demonstrated experience leading global or multi-region selling and/or business development teams in a complex matrix organization.
• Proven track record of developing commercial strategy and translating strategy into execution that delivers revenue growth and positive business outcomes.
• Experience negotiating complex, multiyear, multimillion-dollar customer agreements and managing large strategic accounts.
• Experience in life sciences markets, with relevant exposure to OEM/commercial supply and to diagnostics, life science tools, biotech, pharmaceutical and/or therapeutics customers.
• Strong commercial and financial acumen, including market analysis, pricing, profitability, forecasting and business planning.
• Demonstrated strategic selling, negotiation, executive presentation and communication capabilities.
• Ability to operate with autonomy and influence effectively across a highly matrixed, technically oriented global organization.
• Excellent stakeholder management and relationship-building skills across customer organizations and internal functions.
• Ability to navigate complex situations, make data-informed decisions and balance long-term strategic thinking with urgency and execution.
• Strong talent management, coaching, team-building and succession-planning capabilities.
• Customer-focused and creative in identifying and solving customer challenges; committed to operational excellence and continuous improvement.

Nice to have

• Advanced scientific degree and/or MBA.
• Experience with medical, diagnostic or other regulated products.

Details

• Location: Remote, Pennsylvania, USA.
• Work schedule: Standard (Mon-Fri).
• Travel: Ability to travel approximately 40-50% globally, based on business and customer needs.