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Job Title: Commercial Manager
Company Name: Thermo Fisher Scientific
Location: Waltham, MA
Position Type: Full Time
Post Date: 10/21/2020
Expire Date: 12/06/2020
Job Categories: Advertising/Marketing/Public Relations, Sales, Executive Management, Aviation/Aeronautics, Research & Development
Job Description
Commercial Manager

Commercial Manager

Americas Region

Position Summary:
The Commercial Manager is a Laboratory Product Division, GPS Business Unit position, responsible for creation and execution of tactics to meet North American and Latin America revenue goals for critical products including Benchtop Centrifuges, Floor Model Centrifuges, CC40 centrifuges, and Shakers. The Commercial Manager (CM) drives revenue for assigned products through partnership with multiple functional groups, including: product management, regional sales and specialists teams, and channel management. The CM develops a detailed understanding of the regional market challenges and opportunities. They develop appropriate commercial action plans. They leads plan execution. An ability to monitor, analyze and adapt to changes in business conditions is essential.

Key Responsibilities:

  • Achieve Business Unit’s regional revenue, profitability and market share goals
  • Support portfolio positioning goals in marketplace. Drive messaging and adoption in target applications
  • Develop regional commercial product plan, in coordination with Product Management and Sales Management teams, to reach growth targets
  • Drive plan initiatives to capitalize on opportunities working with sales team and channel partners to ensure good execution
  • Implement regional promotional tactics to drive revenue of targeted products and applications
  • Manage channel pricing, promotional tactics, and distribution channels selection for optimum results
  • Represent the regional market/customer needs to product management in the development of new products and solutions
  • Define capability requirements of sales team; work with regional sales leaders to deliver proper training on applications, products and competitive positioning
  • Support Marketing Communications to implement promotional tactics and establish metrics to assess performance of each promotional program
  • Coordinate back office processes including demand planning (SIOP) process for optimum product availability and inventory cost
  • Define regional trade show plan including national, local channel partner shows
  • Assist sales team with customer application questions, availability obstacles, and product quality problems


  • BS in life science or BS in business with life science background
  • Direct sales or marketing work experience, 2 years minimum
  • Direct lab work experience helpful
  • Expertise in product marketing, selling strategies and competitive analysis
  • Strong English oral, written and presentation skills
  • Strong training and public speaking skills
  • Demonstrated ability to operate independently, with initiative, and good business judgment
  • Strong organizational and time management skills
  • Location near major airport
  • Ability to travel from 20-40%. Travel is typically to customer sites, trade shows, channel partners headquarters, end user laboratories and sales meetings. Primary travel in USA; some travel in Latin America.

Non-Negotiable Hiring Criteria:

  • Experience in direct sales or marketing (2 years minimum); preferably in a life science organization
  • Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis
  • Must excel in matrix organization
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Contact Information
Company Name: Thermo Fisher Scientific
Company Description:
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