Director, Capital Sales - Healthcare Market Division

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Director, Capital Sales — Healthcare Market Division

Location: United States (Remote)
Travel: Up to 50–60%
Division: Healthcare Market Division (HMD)
Reports to: VP, Commercial – HMD

Why this role matters

Thermo Fisher Scientific helps health systems, reference labs, and physician office labs deliver accurate diagnostics that improve patient care. In this role you’ll guide our U.S. capital (instrument) sales teams and partner network so more clinicians get reliable results, faster—advancing our mission to make the world healthier, cleaner, and safer.

What you’ll do

• Lead a national team of instrument sales specialists and a specialty diagnostics team; set clear goals, coach regularly, and celebrate wins.
• Own the capital placement strategy across acute, non-acute, and reference lab markets; build simple, repeatable playbooks for placements and renewals.
• Strengthen channel partnerships with manufacturers and distribution partners; align pricing, contracting, and program execution to deliver customer value.
• Forecast with confidence by driving pipeline quality, CRM hygiene, and critical metric accountability; use data to spot risks early and course-correct.
• Collaborate across HMD (Portfolio Management, Marketing, Key Accounts, Sales Ops, Field & Inside Sales) to run integrated campaigns and launches.
• Recruit and develop talent; create an inclusive, feedback-rich culture where people do their best work and grow their careers.

What you’ll bring

We know phenomenal leaders come from many paths. If you’re passionate about the role, please apply—even if your experience doesn’t line up perfectly.

• Significant experience leading commercial teams in diagnostics, lab instruments, or medical devices; success leading distributed teams.
• Track record shaping strategy and delivering in the field (capital sales, placements, funnels, negotiations).
• Skill using data to forecast, prioritize, and simplify sophisticated decisions.
• Bachelor’s degree or equivalent experience in business, life sciences, or related field. (MBA welcome but not required.)

How you’ll grow here

• Lead a high-impact portfolio that spans distributed and Thermo Fisher–manufactured instruments.
• Access learning resources, leadership programs, and mentorship to support your next step.
• Work in a culture built on Integrity, Intensity, Involvement, and Innovation.

Benefits and well-being

We offer a comprehensive total rewards package that typically includes: competitive base pay with annual incentive opportunity; medical, dental, and vision coverage; retirement and savings programs; paid time off; flexible work options; and career development resources within a global company. Specific benefits vary by location.

Inclusion & equal opportunity

We’re an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. We provide reasonable accommodations throughout the hiring process; email us if you need support.