Sr. Director, Global Commercial Supply & OEM

Thermo Fisher Scientific•Philadelphia, PA

11d•Onsite

About The Position

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 builds strategic customer partnerships, develops new business, expands existing accounts and translates market and customer insight into sustainable growth. The role leads and develops a global commercial organization and operates as a senior matrix leader across business units, regions and functions. The successful candidate 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 position requires 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.
Demonstrated experience leading global or multi-region selling and/or business development teams in a complex matrix organization.
Proven 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.
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 autonomously 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 approach 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, market segments and geographic regions.
Use market intelligence, customer insight, competitive dynamics and financial analysis to identify opportunities, prioritize investments and shape commercial strategies.
Drive growth through customer acquisition, expansion of strategic accounts, portfolio penetration and cross-division selling synergies.
Align initiatives, resources and priorities with business-unit and regional commercial leaders 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; 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 and improve commercial operating mechanisms and sales effectiveness.
Ensure execution of customer commitments, coordinating delivery, logistics, product quality, complaints and other commercial supply requirements.
Build executive-level relationships with strategic customers and understand their business needs.
Develop strategic account plans for global key accounts and 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 and facilitate alignment among customers and internal technical, operational, quality and regulatory teams.
Provide strategic guidance on material commercial matters, including negotiation of commercial supply agreements.
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 coordinated cross-functional execution.
Navigate complex customer programs and ensure effective handoffs and execution across the organization.
Lead and cultivate matrixed business 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 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 market 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 clear expectations and accountability for leaders, including business goals, leadership responsibilities and performance standards; coach managers to translate strategy into measurable results.
Lead talent reviews and succession planning, strengthen leadership continuity, identify development priorities and 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.