Thermo Fisher Scientific

Senior Director, Sales, North America

Thermo Fisher Scientific • $180K — $220K *
US-Anywhere
+ 2 other locationsRemote
Pharmaceuticals & Biotech
8 - 10 years of experience
Reposted Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • Bachelor's degree required; advanced degree preferred.
  • 10+ years of progressive commercial leadership experience.
  • Proven success leading both direct and distribution-based sales models.
  • Experience operating effectively in complex, matrixed organizations.
  • Background in diagnostics, life sciences, or regulated healthcare markets.
  • Strong commercial acumen in pricing, forecasting, deal governance, and margin management.
  • Demonstrated ability to scale organizations and deliver sustained growth.

Responsibilities

  • Own revenue, growth, pipeline health, and margin performance across North America.
  • Execute regional commercial strategy aligned to ImmunoDiagnostics and enterprise priorities.
  • Drive predictable results through disciplined forecasting, pipeline governance, and operating cadence.
  • Lead the clinical demand creation strategy aligned to patient access, testing guidelines, and primary care adoption.
  • Integrate clinical sales execution, messaging, and coverage models to increase patients tested and tests per patient.
  • Own Canadian distributor relationships, performance management, and growth execution.
  • Lead and develop senior sales and channel leaders across North America.

Benefits

  • Fully remote position with location flexibility across the United States.
  • Opportunity to influence commercial strategy on a national scale.
  • Engagement with cross-functional teams including Medical Affairs and Marketing.
  • A chance to lead and develop a strong sales leadership culture.
Full Job Description
Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

This position is fully remote and can be based anywhere in the United States.

Position Summary

TheSenior Director of Sales, North America, ImmunoDiagnostics leads commercial performance across the United States and Canada, with accountability for revenue growth, pipeline health, and margin performance. This role oversees U.S. direct sales (including field sales and Fisher Healthcare), Canadian distributor performance, and the development of strategic third-party distribution partnerships aligned to the ImmunoDiagnostics portfolio and pipeline.

This leader is responsible for executing a cohesive North America commercial strategy that balances direct sales execution, distributor performance, and long-term market access. The role owns the clinical go-to-market and demand creation strategy, focused on increasing patient access and test utilization through primary care.

Operating with enterprise-level influence, this role translates strategy into action, drives disciplined execution, and builds organizational capability in a complex, matrixed environment.

Key Responsibilities

Commercial Strategy & Performance
  • Own revenue, growth, pipeline health, and margin performance across North America.
  • Execute regional commercial strategy aligned to ImmunoDiagnostics and enterprise priorities.
  • Drive predictable results through disciplined forecasting, pipeline governance, and operating cadence.
  • Balance near-term delivery with long-term market and partner development.

Clinical Go-to-Market & Demand Creation
  • Lead the clinical demand creation strategy aligned to patient access, testing guidelines, and primary care adoption.
  • Integrate clinical sales execution, messaging, and coverage models to increase patients tested and tests per patient.
  • Partner with Medical Affairs, Marketing, and Market Access to ensure compliant, effective demand generation.
  • Measure and optimize performance using test volume, penetration, and conversion metrics.

Direct Sales, Distribution & Partnerships
  • Lead U.S. direct sales execution, including field sales and Fisher Healthcare.
  • Own Canadian distributor relationships, performance management, and growth execution.
  • Define and lead partner-led selling motions that complement direct sales while protecting margin and customer experience.
  • Identify, evaluate, and develop strategic distribution partnerships to expand market access and accelerate adoption of new innovations.

Leadership & Cross-Functional Collaboration
  • Lead and develop senior sales and channel leaders across North America.
  • Build a strong leadership bench and culture of execution, accountability, and collaboration.
  • Influence across Marketing, Finance, Product, and Medical Affairs to align go-to-market priorities.
  • Ensure pricing discipline, deal governance, and go-to-market readiness across all channels.


Qualifications
  • Bachelor's degree required; advanced degree preferred.
  • 10+ years of progressive commercial leadership experience.
  • Proven success leading both direct and distribution-based sales models.
  • Experience operating effectively in complex, matrixed organizations.
  • Background in diagnostics, life sciences, or regulated healthcare markets.
  • Strong commercial acumen in pricing, forecasting, deal governance, and margin management.
  • Demonstrated ability to scale organizations and deliver sustained growth.


Travel
  • Ability to travel across the United States and Canada as required.

About Thermo Fisher Scientific

Thermo Fisher Scientific Careers

Join the vibrant team at Thermo Fisher Scientific, a global leader in serving science and making the world healthier, cleaner, and safer. With a workforce of over 75,000 professionals, Thermo Fisher Scientific offers unparalleled job opportunities and a culture of innovation that propels your career to new heights. Work You’ll Do At Thermo Fisher Scientific, you will be part of a team that is dedicated to enabling our customers to make the world healthier. Whether you are involved in the development of life-saving drugs or innovative environmental solutions, your work will have a profound impact on society. Our commitment to leadership in the industry is unwavering. With Thermo Fisher Scientific, you will lead projects that set standards in scientific inquiry and market leadership. You will work at the intersection of science, technology, and industry expertise, driving digital innovation in every aspect of our business. Join our diverse team of professionals and engage in roles that span across various functions and disciplines. From research and development to marketing and sales, the breadth of job opportunities available means that you can find the perfect match for your skills and passions. Innovative Work As part of our team, you will have access to cutting-edge tools and technologies that foster creativity and innovation. Thermo Fisher Scientific is home to a dynamic range of career paths, all designed to challenge you and help you grow as a professional. Our employment philosophy emphasizes diversity and inclusivity, ensuring that all team members have the opportunity to thrive. We believe in nurturing talent through robust training programs, leadership development, and opportunities for career advancement. Be Part of a Great Team Working at Thermo Fisher Scientific means being part of a global network of enthusiastic, talented, and ambitious individuals. Our culture is built on collaboration, where each member’s unique skills and perspectives are valued. You will enjoy benefits that support both your professional growth and personal well-being. Future-Proof Your Career Embark on a journey of growth and continuous learning with Thermo Fisher Scientific. We offer a variety of training and development programs that cater to your interests and career goals. From internships for budding scientists to leadership training for aspiring executives, our programs are designed to equip you with the skills needed for a successful and fulfilling career. Explore Discover how our commitment to innovation leads to advancements in health and science: [Read More] Learn about our leadership in environmental sustainability and how you can contribute: [Read More] The Thermo Fisher Scientific Difference Our global presence and commitment to innovation mean that your work extends beyond borders and makes a tangible impact worldwide. The collaboration between our teams drives our leadership in the scientific community and contributes to a culture that embraces diversity and fosters professional growth. Stay Connected Join Our Team Search open positions that match your skills and interest. We are always on the lookout for passionate, curious, and driven team players. Explore our job opportunities and find out how you can contribute to our meaningful work. SEARCH THERMO FISHER SCIENTIFIC JOBS Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. READ CAREERS BLOG Job Alert Emails Customize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding opportunities that await at Thermo Fisher Scientific.
Learn more about Thermo Fisher Scientific
Size
130,000 employees
Market Cap
$213.3 billion
Industry
Pharmaceuticals & Biotech
Net Income
$6.3 billion
Founded
1956
5 Year Trend
+16.5%
Revenue
$32.2 billion
NASDAQ
TMO
* Ladders Estimates

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at Thermo Fisher Scientific

More Pharmaceuticals & Biotech Jobs

Find similar Senior Director, Sales, North America jobs:

NationwideRemote