Work ScheduleStandard (Mon-Fri)
Environmental ConditionsSome degree of PPE (Personal Protective Equipment) required (safety glasses, gowning, gloves, lab coat, ear plugs etc.)
Job DescriptionThis role can be located remotely throughout the continental United States.
DESCRIPTION:
The Sr Manager, Commercial North America BioProcessing within Filtration and Separation Division (FSD) reports to the Vice President, Commercial, FSD. This role works closely with the BioProcessing General Manager and FSD Commercial leadership team to lead the North American commercial organization. The position is responsible for developing and executing commercial strategies, translating business priorities into clear actions, building deep customer and market insight, and partnering across functions and divisions to drive profitable revenue growth, share gain, productivity and customer satisfaction.
This leader will balance delivery of near-term business commitments with disciplined planning for sustainable growth. The role will strengthen sales operating rhythms, leverage data and digital tools to improve sales execution and forecasting, evolve the organization to support the business strategy, and build sales leadership capability while representing the voice of the customer internally.
Responsibilities:- Deliver revenue, growth, productivity, profitability, and market share objectives through disciplined commercial execution and strong cross-functional partnership with Marketing, Commercial Operations, Finance, Product Management, and Business Unit leadership.
- Align the North American sales organization to company and BioProcessing Business Unit strategy, market priorities, growth initiatives, and customer value creation objectives.
- Establish and institutionalize best-in-class commercial operating mechanisms, including forecasting, pipeline management, opportunity reviews, performance management, territory planning, and execution governance.
- Drive a culture of execution excellence by defining clear expectations, metrics, and standards, while rigorously inspecting performance and ensuring consistent execution across all regions, channels, and customer segments.
- Translate strategic objectives into actionable commercial plans, sales priorities, and resource allocation decisions that accelerate growth and strengthen competitive positioning.
- Leverage CRM, analytics, financial metrics, and market intelligence to improve forecasting accuracy, optimize investment decisions, identify growth opportunities, and enhance commercial productivity.
- Develop organizational capabilities in value-based selling, customer engagement, technical expertise, and sales leadership to create a sustainable competitive advantage.
- Build strategic customer relationships and serve as a champion for customer experience, product quality, compliance, and differentiated customer solutions.
- Represent the voice of the customer internally, partnering with R&D, Marketing, Product Management, and BioProcessing Business Unit leaders to shape innovation priorities, portfolio strategy, and future growth opportunities.
- Lead organizational change and transformation initiatives with clarity and discipline, creating alignment and confidence through periods of growth, complexity, and market change.
- Partner across the matrix to align stakeholders, resolve barriers to execution, and accelerate achievement of business objectives.
- Oversee North American commercial planning processes, including budgeting, headcount planning, pricing governance, and resource deployment to maximize return on investment and growth.
- Champion the adoption of digital, automation, analytics, and AI-enabled capabilities that improve commercial effectiveness, decision quality, sales productivity, and customer engagement.
Key Requirements/Qualifications- Bachelor's degree required; degree in a scientific discipline preferred. MBA preferred.
- 10+ years of senior sales experience in a complex, dynamic commercial environment, with experience leading a North America sales organization preferred.
- Demonstrated ability to lead a large sales organization, deliver measurable business impact, scale sales execution and build high-performing teams in a matrixed environment.
- Strong customer orientation and selling agility, including the ability to understand customer business challenges, position differentiated value propositions and build long-term partnerships across customer organizations.
- Proven ability to connect strategy to execution by translating business priorities into actionable goals, operating plans, metrics and sales activities that balance quarterly performance with long-term growth.
- Strong business and financial acumen, including understanding of P&L and margin impact, forecasting, KPI management and trade-offs across business financials, opportunities, company strategy and the external environment.
SKILLS & ABILITIES:
- Demonstrated cross-functional and cross-divisional collaboration skills with the ability to influence senior stakeholders, align resources and solve customer and business challenges across the matrix.
- Digital mindset with experience using CRM, analytics, digital selling tools and/or automation to improve sales productivity, decision making and customer engagement.
- Strong leadership presence and executive communication skills, with the ability to build credibility and trust with customers, colleagues and senior leaders.
- Ability to lead with agility through change and ambiguity, providing clarity, direction and confidence while delivering on commitments.
- Proven people leadership and talent development experience, including coaching sales managers, addressing talent gaps, building succession plans, attracting and onboarding talent, and creating a high-performance culture.
- Ability to operate within a large corporate environment or diversified, complex organization is required.
- Up to 50% travel required.
Compensation and BenefitsThe salary range estimated for this position based in Massachusetts is $118,800.00-$178,200.00.
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
