Customs Director

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Director, Custom & Clinical Solutions

The Director, Custom & Clinical Solutions is responsible for leading PSX Custom Solutions business, with full portfolio, operational, and financial accountability (P&L).

The role defines and executes the long-term strategy for the Custom portfolio, translating customer needs into commercially successful solutions while building scalable capabilities that enable transition into standardized products and future diagnostic applications.

This leader drives business growth by combining strong leadership with deep understanding of the diagnostic and regulatory landscape. The Director leads a multidisciplinary organization responsible for the business aspects, the strategy, and the technical development, fostering a customer-centric culture that balances innovation, technical feasibility, and profitability.

The Director partners closely with Business Development, Commercial, R&D, Operations, Legal, Quality, Finance, and Thermo Fisher clinical teams to ensure successful execution of customer projects while developing a scalable Custom business model.

How will you make an impact:

Business Leadership

• Own the Custom & Clinical Solutions business with full P&L responsibility.
• Define and execute the long-term strategy for the Custom portfolio.
• Drive profitable business growth through effective portfolio management, pricing, and resource allocation.
• Develop annual operating plans, revenue forecasts, and profitability targets.

Portfolio Strategy

• Define the strategic direction and roadmap for the Custom business.
• Prioritize investments based on strategic value, customer impact, technical feasibility, and financial return.
• Lead the transition of successful custom projects into standard products in collaboration with Translational R&D and Product Management.

Customer & Commercial Leadership

• Build trusted relationships with pharmaceutical, biotechnology, diagnostics, and academic customers.
• Partner with Business Development and Commercial teams to identify and prioritize strategic opportunities.
• Translate customer requirements into differentiated and commercially viable solutions.
• Lead executive customer discussions and complex negotiations.

Business & Financial Management

• Own project financials, business cases, and pricing strategies.
• Ensure pricing reflects market value while maintaining healthy margins.
• Review portfolio performance and optimize resource allocation.
• Implement KPIs and dashboards for revenue, pipeline, profitability, and project execution.

Regulatory & Market Leadership

• Maintain strong understanding of the diagnostic market and evolving regulatory landscape.
• Ensure portfolio strategy aligns with future clinical and diagnostic opportunities.
• Partner with Regulatory and Quality organizations to enable compliant solution development.

Organizational Leadership

• Lead and develop a multidisciplinary team focused on execution, collaboration, and customer success.
• Drive change management and organizational development.
• Foster an entrepreneurial mindset while ensuring disciplined execution.
• Coach leaders and build future organizational capabilities.

Cross-functional Leadership

Lead cross-functional governance to ensure alignment between customer needs, business priorities, and technical execution.

Collaborate closely with:

• Business Development
• Commercial
• Product Management
• R&D
• Translational R&D
• Operations
• Regulatory Affairs
• Quality
• Finance
• Clinical Affairs

How will you get here:

Education

• PhD or Master's degree in Life Sciences, Biotechnology, Molecular Biology, Bioengineering, or related field.
• MBA or equivalent business education is preferred.

Experience

• 12+ years of leadership experience in Life Sciences, Diagnostics, Biotechnology, or Healthcare.
• Proven experience in Product Management, Business Development, General Management, or Strategy.
• Experience owning business performance and financial accountability.
• Strong understanding of diagnostics, regulated products, and pharmaceutical customer workflows.
• Demonstrated success leading cross-functional organizations and complex customer engagements.

Success in this role includes:

• Revenue growth and profitability
• Achievement of P&L objectives
• Business development pipeline growth and conversion
• Customer satisfaction and retention
• Successful delivery of custom projects
• Number of custom projects transitioned into standard products
• Portfolio profitability and pricing performance
• Cross-functional execution and delivery
• Employee engagement and talent development

Compensation and Benefits

The salary range estimated for this position based in Massachusetts is $176,000.00–$264,050.00.

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards