Senior Director, Commercial Excellence

Tech Sales Jobs; Waltham (MA); On-site; USD 210,000 - 250,000; Full time

Benefits offered by this job

Medical plans

Dental and vision plans

PTO 120 hours and holidays

Tuition reimbursement

Parental leave

Job summary

Thermo Fisher Scientific Inc. seeks a Sr Director, Global Sales Enablement to lead global sales enablement, training, analytics, and commercial operations across CMD and AIG. Reporting to the VP, Global Commercial Operations, this role drives revenue growth and AI-enabled transformation.

Based in Waltham, MA, you will build programs, partner with leadership to deploy strategies, strengthen CRM adoption, and advance cross-functional initiatives to boost productivity and forecasting accuracy.

Qualifications

• Bachelor’s degree required or equivalent with business focus.
• MBA or equivalent business management experience preferred.

Responsibilities

• Lead global sales enablement and training, commercial operations, analytics, sales support, and related processes and systems.
• Partner with CMD Commercial & BU Leadership to translate growth priorities into effective sales strategies and execution plans.
• Develop sales enablement strategies, tools, and processes to improve seller productivity and forecasting.

Skills

Global sales enablement

AI transformation

Cross-functional leadership

Program management

Education

Bachelor’s degree in Finance, Business Administration, Marketing, or Communications

MBA or equivalent

Job description

Sr Director, Commercial Excellence

Location: Waltham, Massachusetts, United States of America

Category: Sales & Business Development

Employment Type: Full time

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

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.

Senior Director, Global Sales Enablement

Chromatography and Mass Spectrometry Division (CMD) | Analytical Instruments Group (AIG)

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of $45 billion. Our Mission is to enable our customers to make the world healthier, cleaner, and safer.

Location/Division

The Senior Director, Global Sales Enablement is a key member of the Chromatography and Mass Spectrometry Division (CMD) within the Analytical Instruments Group (AIG). Reporting to the Vice President, Global Commercial Operations, this leader will drive revenue growth, sales productivity, commercial effectiveness, and AI-enabled transformation across the global organization.

What will you do?

• Lead global sales enablement and training, commercial operations, analytics, sales support, and related processes and systems.
• Partner with CMD Commercial & BU Leadership to translate growth priorities into effective sales strategies and execution plans.Design and deploy global sales training, onboarding, and capability-development programs in partnership with Sales Leadership.
• Develop sales enablement strategies, tools, and processes that improve seller productivity, pipeline conversion, and customer engagement.
• Lead AI transformation across the commercial organization, identifying and deploying AI-enabled tools, automation, and insights that improve seller productivity, opportunity prioritization, customer engagement, forecasting, and overall sales effectiveness.
• Partner with Sales, IT, Digital, and other functions to accelerate adoption of AI capabilities and embed them into core commercial workflows.
• Lead commercial analytics, dashboards, and performance management to provide actionable insights and improve forecasting and decision-making.
• Strengthen CRM adoption, data quality, sales processes, and commercial technology capabilities.
• Lead sales support and quote-to-order improvements to increase speed, efficiency, and customer experience.
• Partner with Sales Compensation team on defining and deploying effectives sales incentive programs and annual quota targets
• Drive strategic commercial transformation and Practical Process Improvement (PPI) initiatives that improve growth, profitability, productivity, and cash flow.
• Build, lead, and develop a high-performing global team.
• Partner cross-functionally with Sales, Marketing, Finance, Service, IT, HR, and Operations to drive alignment and execution.

How will you get here?

Education

• Bachelor’s degree, preferably in Finance, Business Administration, Marketing, or Communications.
• M.B.A. or equivalent business management experience preferred.

Experience

• Minimum of 10 years of sales and/or commercial-related experience
• Shown success collaborating in a global business environment and leading program execution in different regions
• Successful track record of driving large-scale change and developing cross-functional roadmaps to implement a strategic vision.
• Proven process orientation and effectiveness.
• Executive communication and project management
• Demonstrated success working in a complex matrix environment, leading a motivated and highly productive team through direct and indirect reporting relationships

Key Measures of Success

• Revenue growth and sales productivity
• Pipeline quality and conversion
• Sales training effectiveness and time to productivity
• Adoption and business impact of AI-enabled sales tools
• Forecast accuracy and commercial visibility
• CRM adoption and data quality
• Quote-to-order efficiency
• Customer and seller experience
• PPI-driven productivity improvements

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $210,000.00–$250,000.00.

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

• Retirement 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