Channel Account Manager - Laboratory Products

About the role

The Channel Account Manager will drive sales growth and market development for Thermo Fisher Scientific's Laboratory Products Group across Saudi Arabia. You will lead the distributor network, execute commercial strategies, and ensure a consistent customer experience aligned with company values.

Key responsibilities

• Execute the country commercial plan for LPG (LPE, LED & LCD) in line with regional strategy.
• Achieve annual sales targets, growth objectives, and key commercial KPIs.
• Lead and manage the distributor network as the primary route to market.
• Drive joint business planning, pipeline development, and execution discipline with distributors.
• Enable distributor success through training, coaching, and capability development.
• Maintain consistent pricing, positioning, and portfolio alignment across channel partners.
• Collaborate cross‑functionally with Product Specialists, Marketing, Service, Finance, and Customer Support.
• Coordinate with Riyadh‑based direct teams (Key Account Managers, Business Development Managers) to support strategic opportunities.
• Support distributors in managing key accounts, strategic projects, and government tenders.
• Engage directly in complex or high‑value opportunities when required.
• Maintain accurate sales forecasts, pipeline visibility, and CRM discipline.
• Track and manage key performance indicators and deliver regular business reviews (MBR/QBR).
• Ensure compliance with SFDA regulations, local laws, and Thermo Fisher policies.

Required profile

• Bachelor's degree in Life Sciences, Chemistry, Biotechnology, or a related field.
• 5–8 years of commercial experience in the laboratory, life sciences, or healthcare industry.
• Proven experience in distributor/channel management with a track record of meeting or exceeding sales targets.
• Experience working in a matrixed organization.
• Strong understanding of Saudi market dynamics.
• Fluent in English (written and verbal).

Required skills

• Proficiency with CRM tools, preferably Salesforce.