Commercial Leader, Clinical Diagnostics and Transplant Diagnostics

Work Schedule

Environmental Conditions

Job Description

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

This pivotal leadership role is responsible for the planning and execution of commercial and portfolio strategies across Clinical Diagnostics (CDD) and Transplant Diagnostics (TDx) businesses, aligned to company growth objectives. This position drives sustainable growth, gross margin expansion, and overall profitability while translating and executing strategies across key market segments. This role provides strategic oversight of our portfolio, fostering strong executive-level relationships, driving strategic expansion opportunities, and proactively mitigating commercial risk to protect and grow the business.

Leading a team of product managers and technical sales professionals (7 Direct Reports), this role defines and drives a growth focused go-to-market strategy while providing strong leadership, coaching, and development to cultivate a high-performing, customer-centric culture. In close partnership with the Strategic Partnership team, Marketing and Technical Service and Support teams, it ensures aligned, cross-functional execution that delivers differentiated customer value and measurable business outcomes.

Key Responsibilities:

Commercial & Portfolio Strategy

• Partner across the organisation, including CDD/TDx and SDG Divisional leadership, to define and execute a strategy that enhances customer value and drives market share growth across ANZ.
• Develop and execute integrated business, market, and product strategies grounded in deep market and competitive insights, enabling revenue growth, successful new product introductions (NPI), and achievement of annual AOP targets.
• Identify and prioritise high-growth segments, strategic accounts, and expansion opportunities to strengthen competitive positioning and accelerate revenue and margin performance.
• Deliver key financial outcomes—including revenue, gross margin, and profitability—through disciplined execution, standard work, and close collaboration with Strategic Partnerships, Marketing, Technical Service & Support, and the broader commercial organisation.
• Continuously assess market dynamics, customer needs, and competitive trends to proactively refine strategies and maintain a leading market position.
• Partner with SIOP to align demand, supply, and inventory strategies—optimising product availability, reducing excess and obsolete inventory, improving working capital efficiency, and expanding gross margins through disciplined purchasing and cost management

Commercial Performance & Execution

• Lead forecasting and financial review cadence, driving forecast accuracy within ±5%, while partnering in SIOP processes to ensure alignment.
• Actively contribute to and present in cross-functional forums—including Sales Meetings, Leadership Reviews, MBRs, QBRs, AOP, and STRAP—to drive alignment accountability for results.
• Establish strong governance and operating rigor through standard work, portfolio planning, and territory planning processes to ensure consistent execution and accountability.
• Partner closely with Marketing and Digital teams to align strategy with activation and execution.
• Spend approximately 20% of time in the field supporting strategic customers and advancing business development opportunities to strengthen market insights and accelerate growth.

Team Leadership & Development

• Recruit, develop, and retain top commercial talent; build robust succession plans and a strong leadership bench to sustain long-term business performance.
• Drive a high-performance culture grounded in accountability, data-driven decision-making, and disciplined execution
• Establish and communicate strategy, performance expectations, and operating cadence that align the team to growth, profitability, and customer impact objectives.
• Provide consistent coaching and mentorship to elevate commercial acumen, negotiation capability, strategic thinking, and executive presence.
• Foster a customer-centric mindset across the organization, ensuring teams translate market insights into actionable growth strategies.
• Champion cross-functional collaboration, removing barriers and aligning commercial, marketing, and technical teams to accelerate execution and deliver measurable results.
• Embrace and live the 4i values and ensure alignment and compliance to Thermo Fisher Scientific values, policies and applicable laws.

Minimum Requirements/Qualifications:

Qualifications

• Formal tertiary qualifications in Science/Biomedical Science
• MBA an advantage.

Previous Experience

• Track record in driving sustainable business growth through strategic sales leadership and effective portfolio strategy execution.
• Prior experience in clinical/diagnostics industries, highly desirable
• Proven ability to build, lead, and develop high-performing teams, fostering a culture of accountability, engagement, and results delivery.
• Experience operating effectively in fast-paced, performance-driven environments with a strong focus on achieving ambitious commercial objectives.
• Strong understanding of industry dynamics, market trends, and competitive challenges, with experience working within complex, global matrix organizations.

Skills & Attributes

• Highly results-driven, with strong personal ambition and the drive to achieve and exceed challenging commercial objectives.
• Strong and adaptable leader, able to inspire high performance while maintaining accountability and team engagement.
• Demonstrated resilience and perseverance, with the capacity to navigate complexity, and lead effectively through change.
• Commercially astute, with P&L exposure and a clear understanding of financial levers that drive sustainable and profitable growth.
• Ability to operate at pace in dynamic environments, effectively prioritising competing demands while maintaining focus on strategic outcomes and measurable results.
• Strong commitment to talent development, with a focus on building organizational capability and depth through coaching, succession planning, and development.

Other Job Requirements:

• Adhere to EHS policies and procedures and ensure a safe and healthy workplace environment
• 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.