Director and General Manager, Lab Automation and Workflow Business Segment

at  Thermo Fisher Scientific

JOB DESCRIPTION

The Director & GM Lab Automation and Workflow Business Segment is a global senior leadership role within the Biomarkers, Automation and Instrumentation BAI Business Unit. The role will develop and implement strategies to drive growth. Reporting to the VP and President GM the role will run the clinical automation business. Through leadership of critical business functions, this leader will refine and implement the strategy for our key portfolios to drive automation and workflow solutions within the clinical diagnostic laboratory, through new innovation, cross-divisional collaborations, and business development initiatives to deliver growth.

How will you get here? Bachelor’s degree is required with master’s degree desirable.10 years confirmed ability in business development, strategy, sales or marketing experience in life science and/or IVD markets

• Experience in developing commercial models in Indirect businesses (through commercial channels), while having responsibility to drive customer education and drive customer preference
• Consistent record working cross-functionally in a large and global organization
• Track record of driving a balanced product and technology roadmap to drive growth through share gain and customer acquisition to new and existing markets
• Experience with in-licensing, business development, and sophisticated deal models in partnership with commercial colleagues
• Detailed understanding of clinical end markets, regulatory landscape and working under a quality management systems. Consistent record to build positive relationships with key business partners and customers
• Excellent at strategy development, planning, execution with strong results-orientation
• Clear, confident and effective communicator who can champion external partnerships and deliver on customer’s expectations!
• Travel 25-50% including internationa

WHAT YOU WILL DO:

Strategy Planning: Develop & implement a comprehensive global strategy for the Strategic Business Segment Lab Automation. Align the strategy with the BU’s and division’s overall objectives and business goals. Meet AOP goals across revenue growth, gross margin, and EBITA expansion. Analyze, interpret, and create monthly sales reports and activity to budget, programs, market and channel trends and competition. Lead STRAP and AOP processes.
Innovation/ R & D: Develop and implement our future strategic plan whilst also growing positions inthe team of today. Create a vision of workflow through the integration of new software solutions, automation hardware and groundbreaking technologies that deliver a differentiated solution . Work closely with portfolio and R&D leaders to deliver multigeneration product plans that align to a product and technology roadmap.
Product Management & Marketing: Owns Product Management and all Product Management functions. Conduct market research and work with Global Marketing, Business Development, Global Commercial and Medical Affairs and to identify customer needs, stay abreast of industry trends, market dynamics, and competitive landscape. Collaborate to develop and implement effective go-to-market strategies and campaigns. Ensure alignment with the Division’s overall marketing strategy and brand guidelines.
Sales: The Director is accountable for top line performance of his product line and should work closely with Division Marketing and the sales teams to implement efficient tactical marketing and selling approaches to improve the performance of the product line and meet or exceed AOP.
Financial Management: Develop and handle budgets, financial forecasts, and performance metrics to ensure the financial health and profitability of the business. Responsibility for the P&L of automation and informatics solutions to ensure revenue, margin, price and mix are delivered in a balanced fashion
Pricing Strategy: Develop and implement a global pricing strategy for Lab Automation. Analyze market dynamics, pricing, and customer value to optimize pricing and increase profitability.
Operations Management: Steer interfaces to all operational activities, including manufacturing, supply chain, quality assurance, and regulatory compliance relevant to the business segment. Ensure compliance with relevant regulatory standards, such as FDA regulations, ISO standards, and other applicable regulations.
Customer Relationship Management: Build and maintain strong relationships with key customers and opinion leaders. Ensure Technical Support meets customer needs. Understand customer needs and trends to drive customer satisfaction and loyalty. Support the evaluation of potential partnerships, investments, licensing and other inorganic growth opportunities to meet the strategic plan. The Director an GM has a key role in managing OEM partnerships for the Lab automation businesses, ensuring satisfaction of our key OEM customers while negotiating with them for the best interest of our Company, and developing the portfolio of OEM opportunities.
Cross functional collaboration: Work closely with cross-BU functional teams including interfaces to Divisional Matrix Functions to ensure alignment and effective execution of business segment initiatives. Collaborate to drive innovation and achieve business objectives. Lead monthly business reviews with our OEM partners, involving key colleagues for proper execution of the Labautomation business per our partners forecast
Continuous Improvement: Responsible for the continuous improvement of processes, portfolio, and organizational set-up of the business segment.

MANAGEMENT RESPONSIBILITIES:

• Provide strong leadership and guidance to a multidisciplinary team in BU Functions, including Sales, Marketing, Medical Affairs, R&D, Operations and RA/QA/QC.
• Develop a positive and collaborative work environment, promoting employee development and engagement. Cultivate a high-performance culture and ensure effective talent management.

How will you get here? Bachelor’s degree is required with master’s degree desirable.10 years confirmed ability in business development, strategy, sales or marketing experience in life science and/or IVD markets

• Experience in developing commercial models in Indirect businesses (through commercial channels), while having responsibility to drive customer education and drive customer preference
• Consistent record working cross-functionally in a large and global organization
• Track record of driving a balanced product and technology roadmap to drive growth through share gain and customer acquisition to new and existing markets
• Experience with in-licensing, business development, and sophisticated deal models in partnership with commercial colleagues
• Detailed understanding of clinical end markets, regulatory landscape and working under a quality management systems. Consistent record to build positive relationships with key business partners and customers
• Excellent at strategy development, planning, execution with strong results-orientation
• Clear, confident and effective communicator who can champion external partnerships and deliver on customer’s expectations!
• Travel 25-50% including international