Commercial Development Manager, CDD

Thermo Fisher Scientific · Jakarta

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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 priority customers in partnership with country commercial teams and distributors.
• Create and manage a product portfolio conversion funnel, tracking customers from installed-base identification through engagement, qualification, proposal, conversion, installation, and post-conversion utilization.
• Establish commercial playbooks and best practices to improve consistency and conversion effectiveness across the three markets.
• Identify barriers to conversion—including financial, technical, workflow, competitive, procurement, and customer-related barriers—and coordinate cross-functional actions to address them.
• Drive initiatives that protect the existing installed base from competitive displacement while increasing customer lifetime value.
• Ensure that instrument conversion translates into sustainable reagent pull-through and recurring revenue growth.
• Identify opportunities to increase menu utilization and reagent penetration within both the existing and converted installed base.
• Conduct regular business reviews with country teams and channel partners to assess conversion progress, identify gaps, and define corrective actions.
  

3. Commercial Excellence & Analytics

• Establish clear KPIs and dashboards to measure CDD commercial development and product portfolio conversion performance.
• Drive data-based decision making using installed-base analytics, funnel data, customer segmentation, reagent consumption, win/loss analysis, and market intelligence.
• Improve commercial discipline around pipeline management, opportunity progression, forecasting accuracy, and account planning.
• Develop standardized tools, processes, and commercial methodologies that can be adopted consistently across Indonesia, the Philippines, and Vietnam.
• Identify performance gaps and implement targeted commercial excellence initiatives to improve sales productivity and conversion rates.
• Provide regular business updates and recommendations to country and regional leadership.
  

4. Channel & Distributor Development

• Partner with distributors to translate CDD and product portfolio strategic priorities into executable country plans.
• Establish clear expectations, KPIs, account priorities, and conversion targets with relevant channel partners.
• Improve distributor capability in opportunity management, installed-base management, customer engagement, and product portfolio positioning.
• Conduct regular pipeline and business reviews and ensure timely corrective action where performance is below expectations.
• Support distributor sales teams through coaching, joint customer engagement, and sharing of commercial best practices.
  

5. Cross-Functional Leadership

• Act as the commercial coordination point for initiatives across Indonesia, the Philippines, Thailand and Vietnam.
• Collaborate closely with Sales, Marketing, Service, Applications, Supply Chain, Finance, Regulatory, and regional/divisional stakeholders.
• Ensure alignment between commercial commitments and operational capabilities, including instrument availability, installation, service support, applications support, and reagent supply.
• Lead cross-country initiatives without necessarily having direct-line authority, using strong stakeholder management and influencing skills.
• Share successful commercial approaches and customer conversion practices across countries to accelerate adoption and improve execution.
  

Key Performance Indicators

Performance will be assessed against a balanced set of commercial and strategic measures, including:

• CDD revenue growth in Indonesia and the Philippines
• Achievement of annual operating plan and strategic growth objectives
• Product portfolio conversion rate versus identified installed-base opportunity
• Number and value of Product portfolio conversions
• Percentage of installed base mapped, segmented, and covered by active conversion plans
• Conversion pipeline value and pipeline progression
• Installed-base retention and competitive displacement rate
• Reagent pull-through and recurring revenue growth following conversion
• Menu/utilization expansion within the installed base
• New customer acquisition and competitive wins
• Commercial pipeline health and forecasting accuracy
• Distributor/channel execution against agreed commercial priorities
  

Qualifications & Experience

• Bachelor's degree in Business, Life Sciences, Medical Technology, Chemistry, Biomedical Science, or a related discipline; advanced business qualification is an advantage.
• Significant commercial experience within diagnostics, laboratory solutions, life sciences, medical devices, or a related healthcare industry.
• Demonstrated experience in business development, sales, commercial excellence, or strategic account management.
• Strong understanding of the diagnostics market and laboratory customer environment.
• Experience managing distributors and/or indirect sales channels in Southeast Asian markets is strongly preferred.
• Demonstrated ability to develop and execute installed-base conversion, competitive conversion, or capital-equipment replacement strategies.
• Strong commercial and financial acumen, including pipeline management, forecasting, pricing, and business-case development.
• Experience working successfully across multiple countries and within a matrix organization.
• Strong analytical capability and ability to translate commercial data into clear priorities and actions.
• Ability and willingness to travel regularly across Indonesia, the Philippines, Vietnam, and other locations as business requirements dictate.

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