Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
1. ROLE SUMMARY
The Senior Director PSX Commercial EMEA will lead the regional commercial strategy and execution for PSX across Europe, Middle East, and Africa region, driving revenue growth, market expansion, and sustained market share gains across direct and distributor-led markets.
This role combines strategic sales leadership, market development, and scientific credibility. The leader will build and coach a high-performing commercial organization, deepen executive-level customer relationships, and position Thermo Fisher Scientific’s PSX / Olink proteomics as a differentiated solution for pharma, academia, clinical, service lab, and emerging multi-omics applications. Working within a complex matrix environment, the Senior Director will collaborate closely with cross-functional teams, regional leaders, and global business partners to deliver sustainable growth, strengthen customer partnerships, and enhance Thermo Fisher Scientific’s market leadership position. The role requires a customer-centric, data-driven leader with strong business acumen and a passion for developing talent and building high-performing teams.
A key priority is to identify emerging market opportunities, convert customer and KOL insights into long-term commercial growth strategies, and accelerate PSX adoption in new and existing segments, including routine pharma longitudinal monitoring and broader proteomics and multi-omics workflows.
2. RESPONSIBILITY AND AUTHORITY
- Personnel responsibility: Leads and develops regional and sub-regional commercial managers and sales teams.
- Budgetary responsibility: Accountable for regional sales targets, budget discipline, forecast quality, and commercial investment prioritization.
- Interfaces: External and internal - customers, KOLs, key accounts, distributors, industry partners, and global / regional matrix stakeholders.
- Authority: Acts as the regional commercial leader for PSX in EMEA, representing the voice of the field and translating global strategy into local execution.
3. MAIN DUTIES AND ACCOUNTABILITIES
Commercial Growth and Market Expansion
- Own PSX revenue delivery, sales goals, budget performance, and forecast accuracy across EMEA.
- Drive regional market expansion and market share growth across mature, developing, and newly opened EMEA markets.
- Identify emerging market opportunities and develop long-term commercial growth strategies across pharma, academia, clinical, service lab, and adjacent multi-omics segments.
- Develop and refresh sub-regional territory plans, go-to-market priorities, segmentation, account coverage, and growth initiatives.
- Lead the regional commercial teams in identifying new opportunities, qualifying leads, building pipeline, and closing complex sales.
- Support the development of new and untouched territories, including distributor network development where appropriate.
Business Analytics, Forecasting, and Financial Discipline
- Leverage business analytics, CRM discipline, pipeline metrics, and forecasting to guide commercial decisions and resource allocation.
- Bring strong business and financial acumen to assess market potential, investment priorities, pricing dynamics, deal quality, and return on commercial activities.
- Provide clear monthly business reviews, sales performance insights, market trends, risks, and opportunities to regional and global leadership.
Customer, KOL, and Strategic Relationship Leadership
- Build and maintain strategic relationships with executive stakeholders, key accounts, KOLs, and industry partners.
- Use customer insight and KOL learning to shape market development, messaging, application focus, and competitive positioning.
- Lead the team to compete effectively against current PSX / Olink competitors and new market entrants.
- Enable a consultative, scientifically credible sales approach that links customer research and clinical questions to relevant PSX solutions.
Matrix Leadership and Cross-Functional Collaboration
- Influence and collaborate across global functions and matrixed organizations, including product, marketing, support, applications, operations, finance, and senior leadership.
- Ensure consistent and rigorous collaboration with commercial counterparts across the matrix to improve execution, customer success, and regional alignment.
- Represent the voice of the EMEA field in global commercial leadership forums and translate senior leadership priorities into clear team action.
People Leadership and Talent Development
- Develop, coach, motivate, and retain sub-regional managers and high-performing commercial teams.
- Recruit, hire, onboard, and develop talent to strengthen the EMEA commercial organization and future leadership pipeline.
- Conduct regular business, pipeline, opportunity, and performance reviews with regional managers.
- Plan and deliver sales coaching, training, performance management, and best-practice sharing across the region.
- Model Thermo Fisher Scientific 4i Values and foster a high-performance, customer-focused PSX culture.
4. QUALIFICATIONS AND COMPETENCIES
Education
- BS, MS, or PhD in Biology, Life Sciences, or a related discipline. Advanced scientific degree is advantageous.
Experience and Technical Skills
- 10+ years of relevant sales management or commercial leadership experience in life sciences, proteomics, diagnostics, pharma services, or adjacent markets.
- Proven track record of delivering growth, meeting or exceeding revenue targets, and scaling commercial performance across complex regions.
- Demonstrated success building, hiring, developing, and retaining high-performing commercial organizations.
- Strong business and financial acumen, including revenue management, pipeline conversion, investment prioritization, forecasting, and performance analytics.
- Technical understanding of proteomics, biomarker discovery, or multi-omics; experience selling to pharma, academia, clinical, and service lab customers.
Leadership Competencies
- Strategic market knowledge and entrepreneurial mindset; able to see beyond current segment definitions and convert market insight into growth.
- Strong matrix leadership with the ability to influence, align, and collaborate across global functions and geographies without direct authority.
- Excellent executive presence and relationship-building capability with senior stakeholders, strategic accounts, KOLs, and industry partners.
- Ability to coach teams through long, complex, multi-stakeholder sales cycles and difficult multi-faceted deals.
- Data-driven and disciplined in the use of CRM, analytics, and leading indicators to improve decision-making and execution.
- Clear, credible, and persuasive communicator internally and externally; able to simplify complex science and business topics.
- Adaptable, resilient, and able to prioritize across multiple markets, teams, and strategic initiatives.
5. VALUES AND CULTURE
- Expected to model Thermo Fisher Scientific 4i Values: Integrity, Intensity, Innovation, and Involvement.
- Builds a culture of customer focus, accountability, collaboration, scientific curiosity, and high-quality execution.
