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Job Description

Director, Sales – Human Identification (HID), EMEA

Location: EMEA | Regional Leadership Role

As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to 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.

Are you an experienced commercial leader with a strong understanding of forensics, genomics and applied markets? We are looking for a Director of Sales, Human Identification (HID), EMEA to lead our regional sales organisation and drive sustainable growth across Europe, the Middle East and Africa.

Reporting to the Vice President / General Manager, CE-HID, you will lead the EMEA HID sales organisation, with responsibility for delivering regional sales objectives, developing strategic customer and channel relationships, and building a high-performing commercial team.

You will work closely with regional and global Commercial teams, Product Management, Market Development, Business Development, R&D, Service and Support to execute our go-to-market strategy and identify new opportunities for growth.

What will you do?

Lead our EMEA commercial strategy

• Develop and execute regional sales strategies to achieve revenue, growth and profitability objectives.

• Develop annual and longer-term sales plans aligned with market trends, customer needs and business priorities.

• Identify new markets, customers and geographic opportunities to support expansion.

• Translate business strategy into clear sales priorities and drive effective execution.

• Provide market and competitive insights to inform broader commercial priorities.

Drive sales and channel performance

• Deliver regional objectives through disciplined forecasting, pipeline and opportunity management.

• Develop strategic account plans for key customers and opportunities.

• Build strong relationships with customers, distributors, channel partners and other strategic stakeholders.

• Develop channel partners to improve market coverage, capability and performance.

• Support complex sales cycles, tenders and strategic customer opportunities.

• Champion the voice of the customer and identify opportunities to strengthen the customer experience.

Build and develop a high-performing team

• Attract, retain, develop and engage key sales talent.

• Lead, coach and mentor the sales organisation, creating clear expectations and accountability.

• Build a culture of collaboration, continuous improvement, high engagement and customer focus.

• Develop team capabilities and succession plans to meet future business needs.

• Recognise strong performance and proactively address performance gaps.

Drive operational excellence

• Maintain strong commercial operating processes across forecasting, pipeline reviews, account planning and performance management.

• Manage regional expenses in line with agreed budgets and business priorities.

• Ensure the sales organisation maintains strong product, application, market and competitive knowledge.

• Partner cross-functionally to ensure customer and field insights inform marketing, product development, service and commercial priorities.

• Ensure sales activities comply with company policies, applicable regulations and standards of business conduct.

What are we looking for?

You will be an accomplished commercial leader who can operate effectively across a complex and geographically diverse EMEA organisation.

Ideally, you will bring:

• A Bachelor's degree in Forensic Science, Biology, Molecular Biology, Biochemistry, Business or a related discipline; Master's degree preferred.

• 10+ years of progressive sales and commercial experience with a consistent record of achievement.

• Proven experience leading and developing high-performing sales teams.

• Experience working across multiple countries and markets, ideally within EMEA.

• Strong strategic sales planning and commercial execution experience.

• Experience managing direct and indirect sales models, distributors and channel partners.

• Strong understanding of genomics and applied markets, with Human Identification, forensic DNA or related workflow experience highly desirable.

• Strong commercial acumen across forecasting, pipeline management, strategic accounts and performance management.

• Demonstrated ability to influence and collaborate across a global matrix organisation.

• Strong customer, channel partner and industry/KOL relationship-building capabilities.

• Excellent communication, negotiation, influencing and leadership skills.

• Ability and willingness to travel across EMEA as required.

What will make you successful?

You are a customer-focused and results-oriented leader who can translate strategy into action. You combine strong commercial judgement with the ability to inspire teams, navigate complex markets and build accountability for results.

You will bring a collaborative leadership style, strong critical thinking and the ability to engage stakeholders at all levels while maintaining a clear focus on execution and sustainable growth.