Sr. Director, Global Commercial Supply & OEM

Thermo Fisher Scientific•Philadelphia, PA

12d

About The Position

The Senior Director, Global OEM & Advanced Therapeutics sets strategy and drives 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 builds strategic customer partnerships, develops new business, expands existing accounts and converts market and customer insights into sustainable growth. The position leads and develops a global commercial organization and acts as a senior matrix leader across business units, regions and functions. It partners 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. The role includes approximately 40–50% global travel based on business and customer needs.

Requirements

Bachelor’s degree in life science, business, engineering or a related field.
At least 10 years of progressive experience in sales, marketing, business development or commercial operations, including significant sales leadership responsibility.
Experience leading global or multi-region sales and/or business development teams in a complex matrix organization.
Track record of developing commercial strategy and translating it into execution that delivers revenue growth and positive business outcomes.
Experience negotiating complex, multiyear, multimillion-dollar customer agreements and managing large strategic accounts.
Life sciences market experience, 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.
Strategic selling, negotiation, executive presentation and communication capabilities.
Ability to operate autonomously and influence effectively across a highly matrixed, technically oriented global organization.
Strong 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.
Talent management, coaching, team-building and succession-planning capabilities.
Customer focus, creativity in identifying and solving customer challenges, and commitment to operational excellence and continuous improvement.
Ability to travel approximately 40–50% globally, based on business and customer needs.

Nice To Haves

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

Responsibilities

Set 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, segments and regions to drive growth and profitability.
Use market intelligence, customer insight, competitive dynamics and financial analysis to identify opportunities, prioritize investments and develop commercial strategies.
Drive growth through new customer acquisition, strategic-account expansion, 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.
Lead the global sales and business development organization, with 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 processes, business intelligence, activity management, training and compensation.
Build a predictable pipeline and revenue cadence while improving commercial operating mechanisms and sales effectiveness.
Ensure execution against customer commitments, coordinating delivery, logistics, product quality, complaints and other commercial supply requirements.
Build executive-level relationships with strategic customers and develop strategic account plans 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.
Serve as senior commercial sponsor for complex global customer programs, aligning customers with internal technical, operational, quality and regulatory teams.
Provide strategic guidance on material commercial matters, including commercial supply agreement negotiations.
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.
Accelerate growth with biotech, pharmaceutical and therapeutics customers through account development, new applications, portfolio expansion and cross-functional execution.
Navigate complex customer programs involving multiple stakeholders and ensure effective organizational handoffs and execution.
Lead and cultivate matrixed partners across Market Development, Product Management, Project Management, R&D, Operations, Quality, Regulatory, Finance and field commercial organizations.
Drive cross-division collaboration to unify customer offerings and leverage Thermo Fisher’s broader value proposition.
Influence senior internal stakeholders, secure support for strategic initiatives, and establish mechanisms to monitor activities and resolve execution barriers.
Maintain a consistent global approach while allowing appropriate regional variation based on local opportunities and customer requirements.
Lead, develop and hold accountable a global team of commercial leaders who build high-performing, customer-focused and adaptable sales and business development teams.
Set expectations and accountability for leaders, coach managers to translate strategy into priorities and execution, and drive measurable results.
Lead talent reviews and succession planning, strengthen leadership continuity, identify development priorities and address performance gaps.
Foster a consistent leadership culture focused on customer needs, collaboration, strategic thinking, operational excellence and continuous improvement.