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.

Desired Candidate Profile

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.