Sales Director, Clinical

Work Schedule

Environmental Conditions

Job Description

Clinical Director of Sales, North America

Location: United States (National Scope)

Travel: 40–60%

About Thermo Fisher Scientific

At Thermo Fisher Scientific, you’ll discover meaningful work that makes a positive impact on a global scale. Our colleagues bring our Mission to life every day—enabling our customers to make the world healthier, cleaner, and safer. We support our teams with the resources needed to achieve personal career goals while advancing solutions to some of the world’s most important challenges, from protecting the environment and ensuring food safety to helping find cures for cancer.

Position Summary

The Clinical Director of Sales, North America is a senior commercial leadership role with full end-to-end responsibility for sales performance across the United States and Canada. This leader owns regional sales strategy, execution, and people leadership, driving sustainable growth across Thermo Fisher Scientific’s Clinical Microbiology portfolio.

Operating within a complex, global matrix organization, the Director translates enterprise and divisional priorities into cohesive regional go-to-market strategies. The role ensures consistent commercial governance, decision-making, and execution standards across North America, aligned with established European regional operating models.

Working closely with cross-functional and senior leadership teams, the Clinical Director of Sales strengthens sales processes, enhances commercial effectiveness, and delivers a differentiated customer experience across both direct and indirect channels. This role requires a people-first leader who builds high-performing teams, develops future leaders, and fosters a culture of accountability and commercial excellence.

Key Responsibilities

· Own and execute the North American sales strategy for the Clinical Microbiology portfolio across the U.S. and Canada

· Lead, develop, and inspire a high-performing regional sales organization, including senior managers and managers-of-managers

· Drive revenue growth, market share expansion, and customer success across direct and distributor channels

· Translate enterprise and divisional priorities into coordinated regional go-to-market execution

· Ensure consistent commercial governance, execution standards, and decision-making across North America

· Partner with cross-functional teams including Marketing, Operations, Finance, and Technical Support to deliver customer value

· Build and sustain strategic relationships with senior-level customers and key channel partners

· Champion commercial excellence, continuous improvement, and sales effectiveness initiatives

· Serve as a visible, influential leader who models Thermo Fisher Scientific’s values of Integrity, Intensity, Innovation, and Involvement

· Qualifications

Education

· Master’s degree with 12+ years of commercial experience in life sciences, healthcare, or the scientific instruments industry

· Preferred fields of study: Life Sciences, Engineering, Chemistry, or Business

· Additional certifications in sales leadership or business management are a plus

Experience

· 8+ years of progressive sales leadership experience, including leadership of multi-country teams and managers-of-managers

· Demonstrated success operating across multiple countries or regions, balancing local execution with regional alignment

· Proven track record of achieving revenue targets and driving business growth within a matrix organization

· Experience developing and executing strategic commercial architecture and go-to-market plans

Business & Leadership Skills

· Strong financial and business acumen, including P&L management responsibility

· Expertise in CRM systems, actively develop pipeline management, forecasting, and sales analytics

· Demonstrated ability to lead with accountability for talent development, succession planning, and leadership capability building

· Strategic sales leader that can influence across functions, driving growth, and leading through complexity.

· Demonstrated advanced leadership skills as a People Leader & Talent Developer

· Advanced influence skills in cross-functional & Cross-divisional Collaboration

· Exceptional ability to connect and shape strategy to Execution

· Overall advanced selling and leadership agility

· Proven success in coaching, developing, and inspiring high-performing teams

· Customer & Stakeholder Engagement

· Ability to build and sustain strategic customer relationships at senior executive levels

· Experience managing distributor relationships and channel partnerships

· Strong understanding of clinical customer workflows, applications, and value drivers

· Exceptional communication, influencing, and presentation skills

· Fluency in English required; additional languages beneficial