Category Lead

Thermo Fisher Scientific

Thermo Fisher Scientific

Scoresby VIC 3179, Australia
Posted on Thursday, May 9, 2024

Work Schedule


Environmental Conditions


Job Description

Position Summary:

Thermo Fisher Scientific ANZ has a vision to continue to build a strong footprint and partnership with key customers in Microbiology, this role is to be instrumental in developing and driving the business to achieve this.

The successful candidate will be responsible for setting the portfolio’s goals, targets and market direction and leading a team to ensure that these objectives are met, and for identifying new product, customer or market opportunities for the Microbiology division of Thermo Fisher Scientific ANZ, and working collaboratively across the business to expand the company’s reach.

In addition the Category Lead has a key role in supplier management whether with business units providing self-manufactured product, or with Supplier Partners.

By dealing directly with key customers, opinion leaders, suppliers and product teams, the Category Lead in alignment with senior leadership defines and drives the commercial strategy.

Key Responsibilities:

Commercial Strategy

  • Work with senior leadership and the Product Management teams to develop and implement tactical actions for growth and performance
  • Review and revise the business plans of the Product Teams to ensure relevance and maximise success as part of the Thermo Fisher Scientific offering
  • Close liaison with the sales, marketing and technical service teams to ensure Product Management outputs are timely, cost effective and impactful
  • Engage with key customers and the market to remain current in terms of trends, opportunities and competition in order to lead business strategy
  • Lead and complete a Supplier management program focused to attraction, retention and engagement of new and existing suppliers in line with a growth strategy
  • Ensure pricing strategies are met and profitable growth objectives are achieved

Commercial Effectiveness

  • Ensure business requirements are met and resourced appropriately within the Product Management and Support teams by balancing workload and driving productivity and efficiency
  • Engage with HR and Talent Management to recruit, retain, recognise and develop staff and to ensure effective management of underperformance
  • Provide the commercial team with a high level of technically oriented sales and marketing tools to enable the identification of the most appropriate customer solutions
  • Utilise the performance management and development process to ensure the team is aligned to category objectives and personal development goals

Operations Management

  • Maintain close relationships and open dialogue with manufacturing, warehousing and supply chain key personnel to ensure Lines On Time In Full (LOTIF), Fill Rate and Customer Service results are met.

Reporting and Forecasting

  • Proactively engage with Supplier Partners or Thermo Fisher Scientific business units as required to provide reporting and forecasting with a high degree of accuracy
  • Ensure timely and accurate submission of monthly business reports, quarterly business reviews and ad hoc data as required or requested, such as market or competitive intelligence

Expense Management

  • Hold accountability for business expenses such as travel, training, product costs etc and handle within budget guidelines
  • Ensure approval processes are closely adhered to and processed in a timely manner
  • Meet service level expectations whilst meeting targets for indent, slow moving (stock obsolescence) and expiry (shelf critical) stock

Environmental Health and Safety

  • Deal with one’s own health and safety, as well as the health and safety of others, whilst co-operating with management to help identify, assess and address OH&S issues in the workplace

Other duties

  • May be required to perform other related duties as required.
  • Follow OHS policies and procedures and ensure a safe and healthy workplace environment

Frequent Contacts


  • Commercial Leader, Microbiology
  • Direct relationship with ANZ portfolio managers and product specialists
  • Sales: Sales Management, Product Specialists, Key Account Managers, Account Managers, Inside Sales, Sales Development locally and regionally in person, via phone, email, teleconference or video conference.
  • ANZ Marketing operations
  • Connections to ANZ and regional teams to share and co-develop strategy
  • Technical Service Manager and team
  • Strategic Pricing team (local and global)
  • Supply Chain / Purchasing
  • HR and Talent Management


  • Customers
  • Suppliers
  • Professional groups and industry bodies
  • KOL (Key Opinion Leaders)
  • Trade show / conference attendees

Minimum Requirements/Qualifications:

Qualifications & Experiences:

  • Portfolio Management - at least 5 years experience in portfolio management, in microbiology preferred. An understanding of local market and products is desired.
  • Tertiary qualifications - in Science or related field with preference for microbiology, and with experience in industry, clinical or pharmaceutical markets.

Crucial Skills:

  • Highly motivated and resourceful individual who is driven by results
  • Prior commercial experience in sales, sales management or category management
  • Prior experience driving successful business plans within a commercial environment
  • Prior success in coaching teams to improve performance
  • An ability to think strategically and the ability to transform strategy into driven tasks
  • Ability to build and champion strong customer and supplier relationships
  • Excellent numeracy, literacy and verbal communication skills with a fastidious attention to detail
  • A strong teammate with the ability to influence others in a matrixed organisation through shared trust and goals
  • Strong organisational skills with an ability to prioritise based on key result areas, able to meet time and agreed deadlines
  • An initiative taker who has the ability to work autonomously, and has an enthusiastic, energetic and positive attitude
  • Customer Relationship Builder - Ability to think and implement from a customer-centric perspective. Ability to build and cultivate strong customer relationships
  • Business Development/Sales – Goal orientated, with strong sales attributes and passion for sales success. Ability to think strategically and laterally in order to increase business opportunities and market potential. Strong commercial competence with the ability to report clearly and concisely and handle accurate sales forecasting
  • Planning and Organising – Establishing a clear course of action to accomplish goals and objectives. Time management skills, effective use of resources and systems, ability to prioritise activities, completion of tasks.
  • Team Work - Participative and collaborative management and operational work style enabling one to work effectively across functional groups

Desirable Skills:

  • A Masters Degree or Post-Graduate Degree in Microbiology is highly desirable
  • Product management experience
  • Strategic and tactical market skills.
  • Presentation skills that can be applied internally and in the marketplace.

Other Job Requirements:

  • Current driving license
  • 25-30% time in field
  • An ability to travel interstate and to regional locations


We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 125,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, tackle complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory with the Microbiology Division, part of Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.

Apply today!

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.