Senior Director, North America Commercial Leader

Role Summary

The Senior Director, North America Commercial Leader for the Reagent Solutions Division (RSD) is accountable for leading Bio-Techne’s RUO reagent commercial strategy and execution across North America. This role owns a complex, multi-motion commercial organization spanning field and inside sales, Cell Therapy Business Development, Customer Alliance Management, Custom Services PMO, Stem Cell & Organoid Business Development, and LATAM distribution management. This leader will play a central role in translating RSD’s strategy from a product-led organization to an application-led commercial model, enabling Bio-Techne to win in priority growth areas including cell therapy (ICT and regenerative medicine), stem cells and organoids, immunology, spatial biology, immunoassays, and drug target biology (proteins). The role requires a builder’s mindset—designing and scaling a modern commercial architecture that integrates account management, technical specialists, and digital-first engagement, while meeting customers where and how they want to buy.

Responsibilities

• Own North America RUO commercial performance across proteins, antibodies, small molecules, matrices, and custom services
• Drive consistent execution against AOP, STRAP, and multi-year growth priorities
• Balance near-term revenue delivery with longer-term market seeding and entitlement building in emerging applications
• Design and scale a hybrid commercial model that blends:
  • Account Managers (relationship ownership, portfolio breadth)
  • Technical/Application Specialists (depth in cell therapy, organoids, immunology, spatial biology, etc.)
• Align coverage models to customer buying behavior (direct, distributor, digital, custom)
• Lead the evolution of role clarity, segmentation, incentives, KPIs, and operating cadence as part of the RSD transformation
• Partner with Marketing, Product Management, and Channel to shift from “selling products” to “winning workflows and applications”
• Translate application strategy into actionable commercial plays across:
  • Cell Therapy (Immune Cell Therapy and Regenerative Medicine)
  • Stem Cell and Organoid workflows
  • Immunology and inflammation
  • Antibody use in spatial biology and immunoassays
  • Drug target biology (proteins)
• Ensure commercial teams are equipped to articulate scientific value, workflow fit, and customer outcomes, not just specifications
• Lead the Customer Alliance Management team to deepen and expand strategic customer relationships
• Partner with Cell Therapy BD and Stem Cell/Organoid BD teams to secure early-stage wins, seed future GMP demand, and enable lifecycle expansion
• Oversee LATAM distribution strategy to ensure alignment with North America priorities, coverage, and execution standards
• Provide commercial leadership and prioritization for Custom Services through the PMO
• Ensure alignment between customer demand, feasibility, margin, and long-term strategic value
• Build, lead, and develop a high-performing, application-centric commercial leadership team
• Set clear expectations, coaching rhythms, and performance standards
• Develop next-generation commercial leaders capable of operating in complex, matrixed environments

Qualifications

• Minimum Bachelor's Degree and 12+ years of relevant and progressive experience
• Senior commercial leadership experience in life sciences, biotech, or life science tools
• Demonstrated success leading multi-modal commercial organizations (field, inside, BD, strategic accounts)
• Strong understanding of RUO reagent markets and customer workflows
• Experience driving commercial transformation (new coverage models, segmentation, role clarity, incentives, operating cadence)
• Ability to translate scientific and technical complexity into clear commercial strategy
• Proven cross-functional leadership with Product, Marketing, R&D, Operations, and Finance

Skills

• Strategic and execution-oriented; comfortable operating in ambiguity
• Customer-obsessed, with a strong bias toward application and workflow thinking
• Credible with scientists, commercial teams, and executive leadership
• Builder mindset—designs systems that scale, not one-off heroics
• Direct, accountable, and committed to developing people