Senior Director, Sales and Complex Deals – Commercial

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

COMPANY INFORMATION

Thermo Fisher Scientific is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is clear and deeply meaningful: to enable our customers to make the world healthier, cleaner and safer.

Across life sciences, diagnostics, and pharmaceutical services, our global team delivers industry-leading innovation, operational excellence, and unmatched scale through brands such as Thermo Scientific, Patheon, PPD, Invitrogen, and more. Every day, our work accelerates research, advances therapies, and improves patient outcomes worldwide.

The Pharma Services Group (PSG) Commercial organization is a multi-billion-dollar global revenue engine operating in a dynamic Contract Drug Manufacturing Organization (CDMO) environment where growth, margin discipline, and execution speed matter.

The organization is focused on:

• Accelerating productivity and reinvestment
• Expanding biotech growth and market penetration
• Improving asset utilization across global sites
• Leveraging digital and automation to increase commercial effectiveness
• Delivering exceptional customer experience while maintaining rigorous compliance standards

How will you make an impact?

The Senior Director, Sales & Complex Deals PSG is responsible for working across all divisions of PSG to coordinate non-routine, high-value, and strategically significant complex deals within PSG. This leader will establish governance structures and enable seamless execution through cross-divisional teamwork.

The successful candidate will also work in close partnership with the Marketing organization and divisional commercial leaders to support launches of new capabilities, capacity, and service lines across key modalities including Steriles, Oral Drug Delivery, Biologics, and API, as well as other emerging solutions across PSG.

Core Accountabilities

Commercial Performance Enablement

• Establish and lead governance structures for complex deals within PSG.
• Implement decision-making flowcharts and authorization matrices to streamline execution of complex, cross-divisional transactions.
• Coordinate regular and ad-hoc meetings with cross-functional collaborators across PSG divisions.

Sales Execution

• Lead deal team formation, alignment, and initial financial model development.
• Ensure timely review, submission, negotiation, and signing of contracts.
• Drive timely closing of complex deals within PSG in close collaboration with relevant Business Development Executives (BDEs), Commercial leaders, and Division Presidents.
• Achieve assigned sales targets tied to complex, multi-modality deals across PSG.
• Develop and implement, in close cooperation with Marketing and Sales leaders, targeted sales campaigns to launch new capabilities and capacity across Steriles, Oral Drug Delivery, Biologics, and API, as well as innovative service offerings and integrated solutions.

Enterprise Influence & Cross Functional Collabroation

• Support market development teams across PSG to design and execute client engagement programs that drive awareness, demand, and strategic account growth.
• Work cross-functionally with Marketing (service line management and market development teams) to launch and implement innovative selling concepts in support of the PSG sales effort.
• Partner with Marketing on voice-of-the-customer collection and translate evolving client needs into commercial and service requirements.

The Profile

We are looking for a leader who demonstrates/possesses:

• Strong knowledge of pharmaceutical product development, cGMP requirements, and CDMO/CRO services across Steriles, Oral Drug Delivery, Biologics, and API modalities.
• Demonstrated experience structuring and closing complex, high-value, multi-site and/or multi-modality commercial agreements.
• Strong analytical skills and deep understanding of financial models to balance factors such as cash flow, revenue recognition, return on investment, and allocation of risk in sophisticated deal structures
• Proven success engaging with executive stakeholders, including C-suite leaders, both internally and externally.
• Demonstrated experience leading complex, cross-divisional initiatives in a highly matrixed organization.
• Exceptional leadership, negotiation, influencing, and communication skills.
• A collaborative team leader with a consistent record of coordinating activities and driving alignment across all organizational levels.
• A bachelor’s degree, preferably in a scientific field (such as chemistry, biochemistry, chemical engineering), pharmacy, or a business-related field. MBA highly preferred.
• A minimum of 15 years’ experience in commercial leadership, operations, relationship management, finance, or complex deal structuring roles, preferably within CDMO/CRO environments.

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $195,000.00–$293,000.00.

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