Sr. Director, Global Commercial Supply & OEM

Work Schedule

Environmental Conditions

Job Description

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to 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.

Position Summary

The Senior Director, Global OEM & Advanced Therapeutics is responsible for setting strategy and driving profitable growth across Thermo Fisher Scientific’s global OEM and Advanced Therapeutics commercial businesses. The role leads global commercial strategy, business development, key account management and sales execution, supplying differentiated technologies, products and commercial supply solutions to OEM, life science tools, diagnostic, biotech, pharmaceutical and therapeutics customers. The leader will build and cultivate strategic customer partnerships, develop new business, expand existing accounts and translate market and customer insight into sustainable growth.

This role leads and develops a global commercial organization and operates as a senior matrix leader across business units, regions and functions. The successful candidate will partner with senior leaders across Sales, Marketing, Product Management, R&D, Operations, Quality, Regulatory, Finance and other commercial supply organizations to align priorities, enable complex customer programs and execute a consistent global go-to-market approach with appropriate regional adaptation.

Key Responsibilities

Global Strategy & Growth

·       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 to drive long-term growth and profitability.

·       Use market intelligence, customer insight, competitive dynamics and financial analysis to identify opportunities, prioritize investments 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 synergies.

·       Partner with business-unit and regional commercial leaders to align initiatives, resources and priorities across North America, Europe and other global markets.

Commercial Leadership & Execution

·       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; establish revenue targets, goals and performance mechanisms aligned with business objectives.

·       Develop and harmonize commercial processes and best practices, including CRM, forecasting, planning, sales process, business intelligence, activity management, training and compensation, to improve productivity and execution.

·       Build a predictable, high-quality pipeline and revenue cadence while continuously improving commercial operating mechanisms and sales effectiveness.

·       Ensure strong execution against customer commitments, including coordination of delivery, logistics, product quality, complaints and other commercial supply requirements.

Strategic Customers, Partnerships & Complex Deals

·       Build executive-level relationships with strategic OEM, diagnostic, life science tools, biotech, pharmaceutical and therapeutics customers and understand how customers succeed in their markets.

·       Develop strategic account plans for global key accounts and other priority customers, identifying new contacts, applications and business opportunities.

·       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.

·       Provide strategic guidance and recommendations on material commercial matters, including the negotiation of commercial supply agreements.

Advanced Therapeutics

·       Lead global commercial strategy and business development for Advanced Therapeutics customers, connecting relevant Thermo Fisher technologies and commercial supply capabilities to customer development and manufacturing needs.

·       Accelerate growth with biotech, pharmaceutical and therapeutics customers through strategic account development, new applications, portfolio expansion and coordinated cross-functional execution.

·       Navigate complex customer programs involving multiple internal and external stakeholders and ensure effective handoffs and execution across the organization.

Cross-Functional & Matrix Leadership

·       Lead and cultivate matrixed business partners across Market Development, Product Management, Project Management, R&D, Operations, Quality, Regulatory, Finance, and field commercial organizations to advance shared priorities and drive execution.

·       Drive cross-division connections and collaboration to unify customer offerings and leverage the broader Thermo Fisher value proposition.

·       Influence senior internal stakeholders, secure support for strategic initiatives and establish mechanisms to monitor business activities and resolve execution barriers.

·       Ensure a consistent global approach to the market while allowing appropriate regional variation based on local opportunity and customer requirements.

People Leadership

·       Lead, develop and hold accountable a global team of commercial leaders who, in turn, build and lead high-performing, customer-focused and adaptable sales and business development teams.

·       Set clear expectations and accountability for leaders, including business goals, leadership responsibilities, and performance standards. Coach managers to translate strategy into team priorities, execution and measurable results.

·       Lead talent reviews and succession planning to strengthen leadership continuity, identify development priorities, and proactively address performance gaps.

·       Foster a consistent leadership culture across regions by empowering managers, reinforcing accountability and modeling customer focus, collaboration, strategic thinking, operational excellence and continuous improvement.

Education & Experience

·       Bachelor’s degree in life science, business, engineering or a related field required; advanced scientific degree and/or MBA preferred.

·       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.

·       Experience with medical, diagnostic or other regulated products strongly preferred.

Knowledge, Skills & Abilities

·       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.

Travel

Ability to travel approximately 40-50% globally, based on business and customer