Senior Director, Global Sales Excellence

Thermo Fisher Scientific • Waltham, MA

1d • Onsite

About The Position

We are seeking a Senior Director, Global Sales Excellence to drive sales force effectiveness, operational rigor, and data-driven decision-making across our global commercial organization. Reporting to the Division President, this role leads the commercial function for the division, overseeing a global team of ~150 employees, including 16 direct reports and 130 indirect reports across regional field sales organizations. You will lead the transformation of our commercial engine—standardizing processes, strengthening go-to-market execution, and advancing a data- and AI-enabled sales organization to accelerate growth through strong field execution across regions.

Requirements

• Bachelor’s degree
• 15+ years of experience in sales, marketing, or sales operations (life sciences preferred)
• Proven track record improving sales productivity, forecasting, and pipeline performance
• Experience implementing CRM and digital/AI-enabled sales tools (Salesforce preferred)
• Strong commercial acumen with experience supporting executive leadership
• Proven ability to lead through transformation and change in complex global organizations
• Strong analytical, problem-solving, and communication skills
• Excellent cross-functional leadership and stakeholder management capabilities
• Ability to operate in a fast-paced, global environment and manage competing priorities

Nice To Haves

• MBA or advanced degree preferred

Responsibilities

• Partner with commercial and divisional leadership to drive sales effectiveness and execution globally
• Lead transformation to a standardized, data-driven, and AI-enabled commercial engine
• Drive go-to-market planning, coverage models, and installed base strategy to maximize revenue opportunities
• Leverage advanced analytics and AI-driven insights to improve forecasting, pipeline health, and decision-making
• Optimize core sales processes, including forecasting, pipeline management, quoting, and lead management
• Ensure CRM (Salesforce) effectiveness, driving adoption and integrating AI-enabled tools to improve productivity and data quality
• Drive adoption and effectiveness of tools, processes, and insights to enable field sales teams to execute with consistency and impact across regions
• Lead and develop a global team of sales operations, analytics, and data science professionals, while overseeing sales planning processes—including org design, territory alignment, quota setting, and compensation programs—and driving sales execution through regional sales teams and centralized commercial support functions
• Partner cross-functionally (Marketing, IT, Finance) to deploy scalable digital and AI-enabled commercial solutions
• Lead commercial reviews and drive accountability for performance and execution discipline

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior