Senior Sales Director, Safety, Security & Radiation Detection EMEA

Position Summary

The Senior Sales Director, Safety, Security & Radiation Detection EMEA is responsible for the commercial strategy, sales execution, channel management, and business growth across Europe, the Middle East, and Africa. This role provides strategic and operational leadership for the Safety, Security, and Radiation Detection portfolio, ensuring sustainable revenue growth, market share expansion, customer satisfaction, and profitability. You will have full responsibility for regional sales performance, distributor network optimization, key account management, forecasting accuracy, business planning, and developing high-performing sales teams.

Key Responsibilities

Commercial Leadership

• Develop and execute the regional commercial strategy for Safety, Security, and Radiation Detection across EMEA.
• Deliver or exceed annual revenue, order booking, profitability, and market share objectives.
• Establish regional growth initiatives aligned with corporate objectives.
• Identify emerging market opportunities and develop expansion strategies across government, defense, homeland security, critical infrastructure, and industrial sectors.
• Lead regional pricing strategies and commercial negotiations.

Sales Management

• Lead, coach, and develop Regional Sales Managers and commercial team members across EMEA.
• Establish clear performance objectives and accountability measures.
• Drive a high-performance sales culture focused on customer engagement and growth.
• Monitor sales performance, pipeline health, forecasting accuracy, and execution against strategic objectives.
• Ensure effective territory management and resource allocation.

Channel & Distributor Management

• Manage and optimize the regional distributor network.
• Evaluate distributor performance and implement improvement plans.
• Recruit, develop, and train new distributors.
• Identify opportunities to streamline channel structures and improve market coverage.

Strategic Account Management

• Develop executive-level relationships with key customers, government agencies, strategic accounts, and channel partners.
• Lead commercial negotiations for complex and high-value opportunities.
• Manage critical customer escalations and ensure timely resolution of business issues.

Business Planning & Forecasting

• Develop and execute annual regional business plans.
• Own forecast accuracy, pipeline management, and sales reporting.
• Utilize CRM tools (Salesforce preferred) to manage opportunities and business intelligence.
• Analyze market trends, competitive activity, and customer requirements.

Cross-Functional Leadership

• Collaborate with Product Management, Marketing, Service, Operations, Finance, and Engineering teams.
• Lead regional implementation of new product launches and commercial initiatives.

Customer Experience & Operational Excellence

• Ensure customer satisfaction objectives are consistently achieved or exceeded.
• Drive continuous improvement initiatives across commercial processes.
• Promote a customer-centric culture.

Industry Representation

• Represent Thermo Fisher Scientific at industry conferences, trade shows, and government forums.
• Build strategic relationships with industry leaders and regulatory authorities.

Minimum Qualifications

• Education: Bachelor's degree in Business, Engineering, Science, Technology, or related discipline. MBA or advanced business qualification preferred.
• Experience: 5 years experience in Military & Radiation business IS MANDATORY. 10+ years of progressive commercial leadership experience within industrial, analytical instrumentation, safety, security, defense, radiation detection, homeland security, or related technology markets. Demonstrated success managing large, geographically dispersed sales organizations and distributor networks across EMEA. Strong background in strategic account management and complex sales negotiations. Experience leading multicultural teams.

Leadership Competencies

• Strategic thinking and business acumen.
• Executive presence and stakeholder management.
• Change management and organizational leadership.
• Talent development and coaching.
• Financial and commercial decision-making.
• People management skills (manage a team of 13 people).
• Customer-centric leadership.
• Cross-functional collaboration and influence.

Technical & Commercial Skills

• Sales forecasting and pipeline management.
• CRM proficiency (Salesforce preferred).
• Contract negotiation and commercial management.
• Business planning and financial analysis.
• Market development and channel strategy.
• Government and institutional sales experience preferred.

Key Performance Indicators (KPIs)

• Revenue and order booking attainment.
• Regional profitability and margin growth.
• Forecast accuracy.
• Distributor performance and productivity.
• Market share expansion.
• Customer satisfaction and retention.
• Strategic account growth.
• Team engagement and development.

Travel Requirements

• Up to 50% international travel across Europe, Middle East, and Africa.

Reporting Structure

• Reports To: MCS EMEA Director
• Direct Reports: Regional Sales Managers, Channel Managers, Strategic Business Development.
• Indirect Reports: Distributor and Channel Partner Organizations across EMEA.