Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Job Description
As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
Position Summary
The Commercial Development Manager is responsible for driving sustainable commercial growth of the Clinical Diagnostics Division (CDD) business in Indonesia and the Philippines , while leading the Commercial Excellence strategy across Indonesia, the Philippines, Thailand and Vietnam .
The role combines commercial strategy, business development, channel and customer management, installed-base conversion, and cross-functional leadership . The incumbent will work closely with country commercial teams, channel partners/distributors, Marketing, Service, Applications, and regional leadership to translate strategic priorities into measurable commercial outcomes.
The position is expected to operate with a high degree of independence and influence across multiple markets, using market insights, customer segmentation, commercial analytics, and disciplined execution to identify and capture growth opportunities.
Key Responsibilities
1. CDD Commercial Development – Indonesia & Philippines
Develop and execute the CDD commercial growth strategy for Indonesia and the Philippines in alignment with regional and divisional priorities.
Identify market opportunities, customer segments, applications, and channels capable of delivering sustainable revenue and market-share growth.
Build country-level commercial plans covering market development, customer acquisition, installed-base development, competitive conversion, and portfolio penetration.
Establish a robust opportunity pipeline and drive disciplined funnel management from lead generation through conversion and revenue realization.
Work with local commercial teams and channel partners to improve opportunity identification, qualification, forecasting, and execution.
Develop relationships with key customers, laboratories, healthcare institutions, opinion leaders, and other relevant stakeholders.
Identify competitive dynamics, market-access barriers, customer requirements, and emerging market trends and translate these into commercial actions.
Support strategic tenders, major opportunities, and complex commercial negotiations where appropriate.
Partner with Marketing and other functions to develop market-development initiatives that increase awareness, demand generation, and adoption of the CDD portfolio.
Monitor business performance against revenue, growth, profitability, pipeline, and other agreed commercial KPIs.
2. Commercial Excellence – Indonesia, Philippines, Thailand & Vietnam
Own and drive the commercial excellence program for a product portfolio across Indonesia, the Philippines, Thailand and Vietnam
Key responsibilities include:
Establish and maintain a comprehensive view of the product installed base across the three countries, including customer profile, instrument age, utilization, reagent consumption, service status, competitive risk, and conversion potential.
Segment and prioritize the installed base according to conversion opportunity, customer value, retention risk, instrument lifecycle, and commercial potential.
Develop a multi-year conversion roadmap , with clear country targets, account priorities, timelines, commercial actions, and ownership.
Build compelling customer value propositions for migration, tailored to different customer segments and laboratory requirements.
Develop account-specific conversion strategies for…