Work Schedule

Environmental Conditions

Job Description

Thermo Fisher Scientific Inc. is a Fortune 100 company and a world leader in serving science, with annual revenue exceeding $40 billion. Our mission is to enable our customers to make the world healthier, cleaner, and safer. Whether our customers are accelerating life sciences research, solving sophisticated analytical challenges, improving patient diagnostics and therapies, or growing efficiency in their laboratories, we are here to support them. 

How will you make an impact? 

The Senior Director of Sales is a pivotal member of the sales leadership team, reporting directly to the Head of Global Sales, responsible for leading a national team of Health Systems Executive Directors and implementation team. This role involves the ownership of the national sales strategy and the effective management and development of Fisher Healthcare’s key Integrated Delivery Networks (IDNs), Commercial Reference Laboratories, and Academic Medical Center customers.  

The Sr. Director will drive Thermo Fisher's market share growth and ensure alignment with our key customers by developing and executing strategies to drive new business growth across IDN and Government segments, while expanding share of wallet within existing contracted accounts by maximizing contract pull-through and identifying opportunities to broaden adoption.   This role partners closely with the Healthcare Market Division field sales organization to align strategy and execution. 

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• Manage a team of Health System Executive directors (business development, government, and share of wallet teams) and implementation teams responsible for handling large enterprise partners in the acute, non-acute, and commercial reference laboratory sectors. 

• Own and drive the national sales strategy, ensuring alignment with organizational goals and priorities. 

• Increase Fisher Healthcare's market share within Key Accounts through portfolio expansion, identification of new business opportunities, and mutual value creation. 

• Lead business reviews to assess the merits and prioritize business opportunities (e.g., profitability, strategic fit, capacity, and resource utilization). 

• Engage in planning and prioritizing projects throughout the enterprise. 

• Build and manage relationships with C-suite executives and senior leaders at enterprise healthcare organizations to find opportunities and drive revenue growth. 

• Drive key customer management activities, including maintaining and growing key contacts with decision-makers and influencers at executive levels within existing customers and prospects. 

• Leverage knowledge of clinical diagnostics and the U.S. Healthcare industry to identify market trends, strategic opportunities, and enterprise needs. 

Education: 

• B.S. Degree in a Scientific Field or Business required. An MBA or advanced degree is a plus.

Experience: 

• 10+ years of relevant sales experience at the enterprise level, with a minimum of 5 years in management and senior-level business development, strategic marketing, or national/corporate accounts. 

• Experience managing people, leading impactful teams and developing the next generation leaders. 

• Experience with large contract values ($8M+) and a consistent track record of exceeding quotas. 

Knowledge, Skills, Abilities:  

• Shown effectiveness in commercial roles, with experience selling at and leading teams who sell at the Executive/C-Suite level. 

• Proven track record in strategic account management and large account management. Preferably experience with GPO’s, Government contracts, and implementation of large contracts. 

• Strong financial competence to understand key operational drivers and assess opportunity attractiveness (IRR/return on investment/NPV). 

• Demonstrated ability to develop and negotiate sophisticated, multiyear agreements with partners. 

• Marketing competence to perform market landscaping, customer segmentation, and develop/quantify clear value propositions and messaging for service product offerings. 

• Familiarity with operations, supply chain, and project management. 

• Experience using CRM software for pipeline management and developing forecasts. 

• Self-directed, intrinsically motivated, with flexibility to adapt in a constantly evolving environment. 

• Strong drive for results. 

• Excellent talent development and leadership skills.