Senior Director, Commercial Clinical Next-Generation Sequencing, EMEA

Thermo Fisher Scientific GmbH; Deutschland; Remote; EUR 180,000 - 260,000; Full time

Job summary

Thermo Fisher Scientific GmbH is seeking a Senior Director for Commercial EMEA Clinical Next-Generation Sequencing Division (CSD). The role will create sales strategy, set profitability goals, and drive results across Europe, the Middle East, and Africa.

It requires deep knowledge of clinical molecular diagnostics, preferably NGS, with a focus on oncology and translational markets. The leader will forecast, manage revenue, and develop talent while building strong relationships with customers,

Qualifications

• Experience leading a large sales organization in a matrix healthcare environment.
• Deep knowledge of clinical molecular diagnostics or NGS.
• Proven track record of meeting or exceeding revenue targets in a complex market.
• Willingness to travel up to 50% and manage global teams.
• Strong communication and relationship-building with customers and senior stakeholders.

Responsibilities

• Build the roadmap and go-to-market strategy for the CSD EMEA commercial team.
• Establish strategic relationships with customers and industry leaders.
• Own revenue, margin, customer satisfaction, and market share targets.
• Lead forecasting, funnel management, BI, training, and marketing strategies.
• Develop pricing guidelines and discount strategies for product bundling and promotions.
• Collaborate with global teams to align priorities and execution.
• Lead a geographically diverse team with regulatory awareness in different countries.
• Drive leadership development and recruit, coach, and mentor talent.

Skills

Strategic sales leadership

Healthcare sales experience

NGS/Clinical sequencing know-how

Matrix leadership

Stakeholder management

CRM & analytics

Job description

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

The job:

The Senior Director, Commercial EMEA Clinical Next-Generation Sequencing Division (CSD) will create a sales strategy, set profitability goals, and achieve sales results for the EMEA Clinical Sequencing business. This involves implementing forecasting and sales processes, developing key talent, building positive relationships with customers and channel partners, and collaborating with all division functions to ensure customer happiness.

The ideal leader will have experience in clinical molecular diagnostics, preferably NGS, with a focus on Clinical Oncology, Translational Research, and Applied Clinical Markets. This will require in-depth knowledge of clinical markets and a clear understanding of what clinical customers expect. The ability to adapt and be agile in this evolving marketplace is important. The candidate will have a strong history of using sales operating mechanisms that have delivered outstanding sales results. This leader must be a strong industry experience with the skills to build effective teams through modeling – Integrity, Intensity, Involvement, and Innovation.

You will work very closely with CSD regional leaders, Division leaders, product managers, medical affairs, marketing team, field application specialists, and customer care to ensure the EMEA CSD business is accelerating growth across targeted customers and applications.

This role is fully remote (working from home), based anywhere in Europe. Some international travel will be required – up to 50%, including overnight stays.

What will you do?

• Build the roadmap for the CSD EMEA commercial team which includes sales positioning and go-to-market strategies to enable financial objectives
• Collaborative leader in identifying, establishing, and advising strategic relationships with customers and industry opinion leaders
• Responsible for revenue, margin, customer satisfaction, and market share objectives/goals
• Achieve/exceed CSD EMEA revenue and profitability plan
• Create a strong commercial excellence infrastructure inclusive of forecasting process, funnel management, business intelligence, training, and marketing strategies
• Build strong relationships with strategic customers, Key Opinion Leaders, influencers, and other key working groups to build long lasting partnerships
• Establish relationships with the other Global CSD Teams (Finance, Medical Affairs, Services, Product Management, Supply Chain, and Marketing) to ensure alignment of priorities and support needed to implement plan
• Strategically lead diverse and geographical customer base with understanding of regulations within countries
• Develop an aligned and focused team with clear accountability, ownership, and implementation of standard methodologies
• Lead and demonstrate analyses of business and market trends to define customer requirements, competitive strategy, and business opportunities for growing customer and business value
• Lead monthly business reviews to forecast predictable revenue quarters with strong year over year growth, communicate market updates, gain competitive intelligence, and align on help needed
• Build pricing guidelines, provide pricing guidance, pricing visibility support, and develop solutions for product bundling, promotions, and discounts
• Grow distributor relationships in emerging markets and lead the strategy to ensure growth opportunities are met
• Focus on and delivery of employee talent development ensuring organizational priorities are met through appropriate coaching, support, mentoring, and leadership initiatives to drive a strategic successful team
• Drive leadership development behaviors among team

Who we are looking for:

• Outstanding leadership and sales management characteristics, with a successful track record of developing and growing a large sales organization in a matrix environment
• Multiple years’ commercial experience in the healthcare industry (pathology lab, oncology, or molecular biology)
• Ability to identify commercial opportunities and develop ambitious and innovative commercial strategies to capitalize on those opportunities
• Ability to navigate complex and dynamic market conditions
• Experience in working in a global and matrix organization with a decentralized model
• Strong organizational skills with an ability to priorities based on key result areas, to manage time effectively and to meet agreed timelines
• Strong record of meeting/exceeding revenue targets and supporting profitable growth
• Excellent problem-solving skills
• Demonstrated ability to build and maintain C-level customer relationships
• Excellent written and verbal communication skills
• Effective talent management skills - recruiting, developing and retaining team members
• Ability to influence and collaborate across functions and divisions globally
• Proficiency with sales tools, CRM systems and business analytics
• Willing and able to travel internationally up to 50% as required