Job description

Work Schedule

Environmental Conditions

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.

DESCRIPTION:
Join our team as a Senior Sales Manager at Thermo Fisher Scientific, where you'll guide and develop commercial teams to drive strategic growth across our innovative portfolio. You'll be responsible for implementing effective sales strategies, achieving revenue targets, and expanding market share while building strong customer relationships. Working in a collaborative environment, you'll leverage our industry-leading technologies and solutions to help customers make breakthrough discoveries and improve lives globally.
As a commercial leader, you'll develop and execute strategic sales plans, support and coach sales professionals, and collaborate across divisions to deliver exceptional customer value. You'll drive business growth through market analysis, pipeline management, and cross-functional partnerships while maintaining the highest standards of integrity and customer focus.

Role purpose

Own and accelerate the Saudi Arabia commercial agenda.

The Commercial Lead will translate market potential into profitable growth, strategic access, stronger customer positions, and disciplined execution across diagnostics markets.

Core accountabilities

Set the country strategy

• Define where to play, how to win, and where not to invest in collaboration with MEA SDG Leadership 
• Align the Saudi growth agenda with Vision 2030, healthcare transformation, localization, and biotechnology strategy.
• Convert market insight into a focused three-year commercial plan.

Deliver profitable growth

• Own revenue, margin, forecast accuracy, pipeline quality, pricing, and market share.
• Drive growth across priority portfolios.
• Balance short-term delivery with long-term market creation.
• Eliminate low-quality revenue, uncontrolled discounting, and weak commercial discipline.

Build strategic markets

• Develop emerging opportunities across all portfolios
• Build adoption pathways with clinicians, laboratories, hospitals & government.
• Turn clinical and scientific value into scalable commercial models.

Lead strategic accounts

• Own executive relationships with major public and private customers.
• Build account plans around decision-makers, budgets, tenders, competitive position, and expansion opportunities.
• Lead the most complex and strategically important deals personally.
• Move customer relationships from transactional to long term.

Shape government and market access

• Build trusted relationships across ministries, public healthcare systems, regulators, sovereign-backed entities, and national programmes.
• Anticipate policy, reimbursement, procurement, localization, and regulatory changes.
• Convert national priorities into commercial opportunities while maintaining the highest standards of compliance.

Control channels and execution

• Design the right direct and indirect route-to-market model.
• Set hard performance expectations for distributors and partners.
• Improve visibility, inventory discipline, customer coverage, service quality, and forecast accuracy.
• Replace weak execution with clear accountability.

Build a high-performance organization

• Lead, coach, and strengthen the Saudi commercial team.
• Create a culture of ownership, pace, evidence, and follow-through.
• Address underperformance directly.
• Mobilize cross-functional teams around country priorities.

Leadership expectations

The Commercial Lead must:

• Make hard choices with imperfect information.
• Challenge inflated assumptions and false precision.
• Operate credibly with government, clinicians, scientists, procurement, and executives.
• Move quickly without sacrificing judgement, margin, or compliance.
• Turn strategy into execution and execution into results.

Required experience

• Strong commercial leadership experience in Saudi Arabia or the Gulf.
• Proven ownership of a significant revenue target, P&L, or country operation.
• Relevant experience in diagnostics, life sciences, healthcare, pharmaceuticals & medical devices.
• Strong government, strategic-account, tender, and channel-management experience.
• Demonstrated success in building markets and delivering profitable growth.
• Strong commercial, financial, and analytical judgement.
• English required; Arabic strongly preferred.

Measures of success

• Revenue and margin growth
• Market-share gain
• Strategic account expansion
• Pipeline quality and conversion
• Forecast accuracy
• Pricing discipline
• New-market creation
• Channel performance
• Customer retention
• Team capability
• Compliance and execution quality

First-year mandate

Within 12 months, the Commercial Lead will:

Establish a rigorous Saudi market and portfolio strategy. Prioritize the highest-value growth opportunities. Strengthen strategic-account and government engagement. Improve pipeline, forecast, pricing, and tender discipline. Upgrade channel performance. Build growth plans for priority diagnostic and life-science markets. Strengthen team capability and accountability. Deliver visible commercial wins.

Leadership profile

A strategic operator with the pace to build, the judgement to prioritize, and the discipline to deliver.

This role is for someone who creates clarity, raises standards, and owns the outcome.

Preferred candidate

Years of experience

5+ years

Degree

Bachelor's degree / higher diploma