Position Summary
The Director of Sales, BioSciences Division – Japan is accountable for the full performance of a ~$150M USD business with over 40 employees.
This commercial leader owns the Japan P&L and is responsible for delivering the Annual Operating Plan (AOP), expanding margin, growing market share, and strengthening customer loyalty.
The role leads the BioSciences Sales team in Japan, ensuring a clear go-to-market strategy, disciplined execution, and strong cross-functional alignment across Thermo Fisher Scientific locally, regionally, and globally.
This is a hands-on, visible leadership role requiring commercial rigor, operational discipline, and strong people leadership.
________________________________________
Core Accountabilities
1. Full P&L Leadership
- Own revenue, margin, operating income, cash flow, and expense management for Japan BioSciences (~$150M USD).
- Deliver AOP and STRAP commitments with predictable forecasting and disciplined execution.
- Actively manage price realization, product mix, and channel performance.
- Drive continuous productivity and margin expansion initiatives.
2. Lead Sales Organization (40+ Employees)
- Lead and develop the Japan BioSciences Sales teams (direct and indirect channels).
- Build a high-performance culture with clear goals, accountability, and measurable outcomes.
- Ensure tight alignment between marketing strategy, demand generation, and sales execution.
- Recruit, develop, and retain top talent; address underperformance decisively.
- Develop strong succession plans and future leaders.
3. Growth & Go-to-Market Strategy
- Define and execute the BioSciences growth strategy aligned with Country, Division, and APJ priorities.
- Strengthen direct and third-party channel strategies, including robust distributor due diligence and performance management.
- Identify and pursue step-change growth opportunities (market expansion, portfolio penetration, new segments).
- Use data and market insights to prioritize investments and resources.
4. Customer Leadership
- Maintain senior level relationships with key customers and strategic accounts.
- Lead major negotiations and serve as senior escalation point for complex commercial issues.
- Drive customer loyalty and improved Customer Allegiance Scores (CAS).
- Ensure differentiated customer experience across Sales, Service, and Operations.
5. Cross-Functional & Matrix Leadership
- Partner closely with Marketing, Service, Customer Care, Operations, Finance, HR, and IT to ensure seamless execution.
- Operate effectively in a global matrix environment, influencing without authority when required.
