Director, Global Commercial Operations - North America - CDD

Thermo Fisher Scientific•Saint Louis, NV

6d•Onsite

About The Position

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 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 Divisional Commercial 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. The role will build alignment of NORAM activities to drive growth and market share gains in across CDD businesses – BioMarkers, Niche Diagnostics, Analyzers & Automation in the region. Lead the development of a regional sales strategy, including determining growth/investment priorities Lead and develop the Sales organization (50+) to achieve revenue goals of 100m+ Lead and manage as liaison across NORAM with a focus on our customers – via Marketing & Commercial functions, QA/RA, Communications – to propel growth and CAS Drive cross-collaboration and partner with commercial and other key functions/businesses (e.g. IT, portfolio management, PPI, pricing, finance, customer service, Thermo Fisher Country leaders, other Thermo Fisher divisions) Identify key market trends, diagnostics sector themes and applications, stakeholder management, funding cycles and financing organizations, academic and institutional partners. Analyze dynamics and the competitive landscape, and find opportunities for expansion Provide overall cross-divisional leadership, strategic insight, country analysis, industry/marketing analysis, competitor benchmark and customer research, financial assessments Work with Finance teams to understand which levers are for growth, how to prioritize opportunities, translate the financial narrative into actionable models and proposals for the divisions Measure and improve results through a metrics-driven, continuous improvement culture Develop an organizational structure and team of Sales Leaders that promote an exceptional customer and team experience, with enterprise solutions and customer workflow solutions as the lens

Requirements

Bachelor’s degree required, preferably in diagnostics, life sciences or other related field
8 years' sales experience in health care and/or pharmaceuticals
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 40%, both domestically and internationally, as required

Nice To Haves

Leadership of Sales teams in health care environments preferred
In vitro diagnostics (IVD) sales experience preferred

Responsibilities

Lead the development of a regional sales strategy, including determining growth/investment priorities
Lead and develop the Sales organization (50+) to achieve revenue goals of 100m+
Lead and manage as liaison across NORAM with a focus on our customers – via Marketing & Commercial functions, QA/RA, Communications – to propel growth and CAS
Drive cross-collaboration and partner with commercial and other key functions/businesses (e.g. IT, portfolio management, PPI, pricing, finance, customer service, Thermo Fisher Country leaders, other Thermo Fisher divisions)
Identify key market trends, diagnostics sector themes and applications, stakeholder management, funding cycles and financing organizations, academic and institutional partners.
Analyze dynamics and the competitive landscape, and find opportunities for expansion
Provide overall cross-divisional leadership, strategic insight, country analysis, industry/marketing analysis, competitor benchmark and customer research, financial assessments
Work with Finance teams to understand which levers are for growth, how to prioritize opportunities, translate the financial narrative into actionable models and proposals for the divisions
Measure and improve results through a metrics-driven, continuous improvement culture
Develop an organizational structure and team of Sales Leaders that promote an exceptional customer and team experience, with enterprise solutions and customer workflow solutions as the lens