Director Of Commercial Finance

The Americas regional Commercial Finance Director works closely and collaboratively with commercial leaders and Instrument businesses in the Chromatography and Mass Spectrometry Division (CMD) to develop and implement strategies that drive sales growth and profitability for the largest region in one of the largest divisions in Thermo Fisher. The position responsibilities include, but not limited to, driving outcomes for all elements of the commercial profit and loss statement, strategic pricing processes and decisions, providing analytical support for initiatives that will help build customer bookings pipeline and advance our regional growth agenda and lead all aspects of the field sales compensation model. This individual will also manage a team of managers and analysts in delivering on this mission.

Key Responsibilities:

Business Partnership & Leadership:

• Be an active contributor to the SIOP process and coordinate demand forecasts with the factories to enhance revenue and cash flow
• Lead, coach, mentor and develop a diverse and distributed team of professionals, ranging from Analysts to Managers
• Apply a continuous improvement mentality with the ability to adopt outside/in thinking that advances the organization’s finance agenda
• Act as a trusted business partner to the Head of Americas sales / VP Commercial and build an environment to both challenge and support commercial leaders with sound financial mentorship and strategic insights
• Provide exceptional financial support and strategic partnership to Commercial team efficiently partner and align with all other functions
• Elevate the team’s regional commercial partnership, including engaging in deal modelling and customer facing activities that enable achievement of growth objectives. Partner with other key functions on unique financing models and effective pricing and promotion usage
• Lead critical initiatives across multiple functions to improve commercial profitability and achieve/outperform our annual targets

Pricing | Deal Structuring:

• Partner to establish optimized pricing on new product introductions
• Collaborate with the Pricing Center of Excellence and Controllership organizations to establish the global annual price setting and roll process
• Ensure sound pricing methodology is applied to the overall growth strategy
• Establish new financial models and optimized deal structures in support of customer needs to achieve targets

Financial Analysis & Reporting:

• Comprehensive oversight of the region’s booking and revenue processes including the alignment across instrument businesses / commercial teams. Establish efficient and effective strategies that have quality and accurate outcomes.
• Support effective collections on customer accounts thereby driving strong cash performance for the division and reducing regional bad debt exposure
• Own all commercial related closing activities working in close coordination with shared services, controllership, and business finance to ensure proper revenue recognition
• Review, approve, and facilitate approval of customer deals as outlined in the Approval Authority Matrix, including pricing, terms and conditions, credit limits and adherence to revenue recognition guidance
• Ensure appropriate compliance through decisions, ensuring policies and US GAAP adherence and upholding the highest levels of ethics
• Be responsible for the preparation of consolidated commercial materials for the America’s Quarterly Business Review (QBR) presentations. Provide insight and coaching to America’s VP Commercial to ensure all deliverables are prepared of high quality and clarity

Planning and Forecasting:

• Establish use of predictive insights and modern forecasting methodologies to drive improved accuracy and predictability (e.g. rolling forecasts, scenario planning)
• Lead prioritization and value achievement on investments (including headcount) to optimize growth strategies and initiatives
• Lead processes to align quotas and operating plans down to the lowest level required, driving accountability at the point of impact and enhance alignment to deliver on financial objectives
• Supervise the Americas Commercial operating budget by coordinating with the Americas leadership team, thereby ensuring efficient capital allocation towards travel and other discretionary spending, headcount management, and indirect costs
• Collaborating and influencing to drive effective prioritization of growth initiatives
• Lead all commercial financial elements of division's forecasting processes in the Americas region, including the planning requirements, annual operating plan development, and ongoing forecasts.
• Partner with America’s Commercial Leadership to design and deploy effective compensation plans and incentives for the commercial teams that align to our strategic objectives and apply a pay-for-performance philosophy

Minimum Requirements/Qualifications:

• A minimum of 7 to 10 years of dynamic finance experience with management experience inclusive of finance leadership role(s) and/or commercial finance expertise.
• An undergraduate degree in Finance, Accounting or related field is required; MBA helpful.

Knowledge, Skills, & Abilities:

• Tangible track record of delivering exceptional results building a strong team and influencing and getting results beyond the finance function
• Outstanding leadership, communication and social skills. Validated as an authority, confident and mature manager and business partner
• Exceptional analytical, problem solving and critical thinking skills
• Ability to travel up to 25%, including international as required
• Strong communication skills, both oral and written, with all levels of management
• Validated ability to lead and implement in a matrix environment and across sophisticated functional and global business reporting structures
• Must possess a strong set of personal and business values that align with those of the 4is.
• Strong systems and data analytic capabilities including HFM, SAP, Power BI, & Tableau
• Prior experience in collaborating to drive transformation within commercial organizations desired

Other Job Requirements:

• Implement OHS policies and procedures and ensure a safe and balanced workplace environment

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other legally protected status. We will ensure that individuals with disabilities are provided a reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.