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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.
The Director of Commercial Operations – Growth Strategy will lead the growth strategy pillar within Commercial Operations, with a strong focus on market strategy, demand generation, and revenue expansion. This role is responsible for identifying and executing targeted growth initiatives, optimizing lead management processes, and driving cross-selling opportunities across key business units.
This leader will combine strategic thinking with operational execution to accelerate pipeline development, improve share of wallet, and enhance commercial effectiveness across the organization. The role also contributes to go-to-market strategy and broader growth initiatives, including strategic proposals and pricing, and serves as a strategic partner to commercial teams and product management.
How will you make an impact: You will enable our customers to make the world healthier, cleaner and safer by helping our clients and sponsors to understand how our clinical development service offering enables them to deliver life-changing therapies to their patients more quickly.
What will you do:
Growth Strategy & Market Execution
Lead the development and execution of growth strategies aligned to commercial priorities and market opportunities
Contribute to go-to-market strategy and growth initiatives, including strategic proposals and pricing approaches
Focus on key strategic levers such as value proposition development, market research, customer targeting, and cross-sell strategies
Identify and drive targeted growth initiatives to expand market share and revenue
Translate market insights into actionable commercial strategies and programs
Lead Management & Demand Generation
Own and optimize the end-to-end lead management process, from prospecting through conversion
Implement and scale automation tools to enhance prospecting efficiency and pipeline generation
Partner with sales and marketing to improve lead quality, routing, and conversion rates
Analytics & Opportunity Identification
Conduct gap analysis to identify growth opportunities, including share of wallet and whitespace analysis
Develop and leverage heat maps and data-driven insights to prioritize high-value opportunities
Monitor performance metrics and adjust strategies to maximize commercial impact
Cross-Sell Strategy
Lead cross-sell initiatives across the following business areas:
BioA / PASD
BioA / GCL
GMP / PSG
RSP / FSP
CDSD / GCL
Clario / Labs
BioA / BPG
Collaborate with business unit leaders to identify synergies and drive integrated customer solutions
Enable sales teams with tools, insights, and processes to execute cross-sell strategies effectively
Strategic Proposals & Commercial Enablement
Own the process for developing high-impact strategic proposals and proposal writing
Partner with commercial, technical, and finance teams to craft compelling, customer-centric solutions
Standardize and improve proposal development processes to increase win rates
Pricing Strategy
Develop and implement pricing strategies aligned with market dynamics and business objectives
Support GMP phased pricing and other complex pricing models
Ensure pricing approaches balance competitiveness, profitability, and customer value
Marketing Effectiveness & Investment Optimization
Partner with marketing to help optimize spend across demand generation activities (e.g., conferences and events)
Provide data-driven insights to improve return on investment, without direct ownership of full marketing budgets
Cross-Functional Partnership
Act as a strategic partner to commercial teams and product management to align growth priorities
Drive collaboration across functions to ensure effective execution of growth initiatives
How will you get here:
Bachelor’s degree in marketing, Business, Life Sciences, or a related field; MBA preferred.
10+ years of marketing experience, preferably in biotech, life sciences, or healthcare.
In some cases, an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.
Knowledge, Skills and Abilities:
Strong expertise in market research, customer value proposition development, and strategic marketing execution
Proven ability to manage conference strategies and optimize marketing spending
Exceptional communication and stakeholder management skills
Ability to work in a fast-paced, evolving commercial environment
High level of business acumen
Ability to deal with ambiguity and conflict management (including back-office and operations)
Strong communication and collaboration skills
Exceptional organizational and project management skills, handling multiple tasks simultaneously to meet outcomes.
Strong analytical and problem-solving abilities to interpret sophisticated data and provide actionable insights
Competency in budgeting, forecasting and fiscal management.
Flexibility and willingness to travel to accomplish assigned goals.
Working Conditions and Environment:
Work is performed in an office environment with exposure to electrical office equipment.
Travel, both domestic and international.
Interaction with clients/associates required.
Long varied hours required occasionally.
Physical Requirements:
Frequently stationery for 6-8 hours per day
Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Moderate mobility required.
Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs.
Ability to access and use a variety of computer software developed both in-house and off-the-shelf.
Ability to apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration.
Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
Regular and consistent attendance.
About Thermo Fisher Scientific
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
The estimated annualized pay range for this position in Ontario is $155,850.00–$222,600.00.
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Thermo Fisher Scientific is a global leader in serving customers across healthcare, pharmaceutical, biotech, and industrial sectors. They provide laboratory equipment, reagents, software, and services enabling research, diagnostics, and manufacturing. Their offerings help customers in drug discovery, clinical diagnostics, and quality control.
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