Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
How You Will Make an Impact
We are seeking a Senior Director, Global Sales Excellence to drive sales force effectiveness, operational rigor, and data-driven decision-making across our global commercial organization. Reporting to the Division President, this role leads the commercial function for the division, overseeing a global team of ~150 employees, including 16 direct reports and 130 indirect reports across regional field sales organizations.
You will lead the transformation of our commercial engine—standardizing processes, strengthening go-to-market execution, and advancing a data- and AI-enabled sales organization to accelerate growth through strong field execution across regions.
What You Will Do
Partner with commercial and divisional leadership to drive sales effectiveness and execution globally
Lead transformation to a standardized, data-driven, and AI-enabled commercial engine
Drive go-to-market planning, coverage models, and installed base strategy to maximize revenue opportunities
Leverage advanced analytics and AI-driven insights to improve forecasting, pipeline health, and decision-making
Optimize core sales processes, including forecasting, pipeline management, quoting, and lead management
Ensure CRM (Salesforce) effectiveness, driving adoption and integrating AI-enabled tools to improve productivity and data quality
Drive adoption and effectiveness of tools, processes, and insights to enable field sales teams to execute with consistency and impact across regions
Lead and develop a global team of sales operations, analytics, and data science professionals, while overseeing sales planning processes—including org design, territory alignment, quota setting, and compensation programs—and driving sales execution through regional sales teams and centralized commercial support functions
Partner cross-functionally (Marketing, IT, Finance) to deploy scalable digital and AI-enabled commercial solutions
Lead commercial reviews and drive accountability for performance and execution discipline
Qualifications & Leadership Profile
Bachelor’s degree required; MBA or advanced degree preferred
15+ years of experience in sales, marketing, or sales operations (life sciences preferred)
Proven track record improving sales productivity, forecasting, and pipeline performance
Experience implementing CRM and digital/AI-enabled sales tools (Salesforce preferred)
Strong commercial acumen with experience supporting executive leadership
Proven ability to lead through transformation and change in complex global organizations
Strong analytical, problem-solving, and communication skills
Excellent cross-functional leadership and stakeholder management capabilities
Ability to operate in a fast-paced, global environment and manage competing priorities
Willingness to travel (20–25%)
Compensation and Benefits
The salary range estimated for this position based in Massachusetts is $192,700.00–$275,000.00.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
Thermo Fisher Scientific Waltham, Massachusetts, USA Office
168 Third Avenue, Waltham, MA, United States
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