Senior Director, Sales, North America

JOB DESCRIPTION

Work Schedule

Environmental Conditions

Job Description

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

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.

Position Summary

The Senior 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.