Senior Director, Sales North America

About the role

The Sr Director, Global Commercial Operations (GCO) NORAM is a senior level Commercial leadership position within the Clinical Diagnostics Division (CDD) of Thermo Fisher Scientific. This position works directly with the VP GCO and BU Leaders to develop and implement commercial strategies and drive long-term growth and profitability for the North America region.

Responsibilities

• Develop and drive the NORAM growth strategy by identifying growth levers, prioritizing and filtering opportunities, and improving the full value chain within North America.
• Build strong relationships across all business units and functional departments within the Division, Group, Corporate Development, and strategic accounts organizations.
• Demonstrate experience in external markets to better position Thermo Fisher Scientific's offerings in NORAM.
• Own and execute a multi-year regional commercial strategy, setting clear growth vectors, investment priorities, and resource allocation to maximize long-term value creation.
• Lead, scale, and inspire a high-performing sales organization (50+ team members) to consistently deliver against $100M+ revenue targets, while building a strong leadership bench and performance culture.
• Align Marketing, Commercial Operations, QA/RA, and Communications to deliver a seamless, customer-centric experience and drive Customer Allegiance Score (CAS) improvement.
• Champion enterprise-wide collaboration, partnering with key functions (IT, Portfolio Management, PPI, Pricing, Finance, Customer Service) and Thermo Fisher country/division leaders to unlock synergies and accelerate growth.
• Anticipate and shape market evolution, synthesizing diagnostics industry trends, customer needs, funding dynamics, and competitive intelligence to identify and act on high-impact growth opportunities.
• Translate financial insights into actionable growth plans, partnering closely with Finance to identify value levers, prioritize investments, and build data-driven business cases.
• Design and evolve an agile, customer-centric commercial organization, developing sales leaders and capabilities that deliver differentiated enterprise and workflow-based solutions.

Requirements

• 10 years of relevant experience in life sciences, diagnostics, or related technical industries
• Bachelor’s degree required, preferably in diagnostics, life sciences or other related field
• Leadership of Sales teams in health care environments preferred
• In vitro diagnostics (IVD) sales experience preferred
• 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 75%, both domestically and internationally, as required

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $200,000.00–$274,000.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• 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
• Retail 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

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards