Snr Manager, Sales, Speciality Diagnostics Group

Role Overview

Senior Manager, Sales, Speciality Diagnostics Group at Thermo Fisher Scientific. This is a commercial leadership role based in Saudi Arabia, reporting to the Middle East & Africa Speciality Diagnostics Group leadership.

Company Overview

Thermo Fisher Scientific enables customers to make the world healthier, cleaner and safer through innovative solutions addressing global challenges including environmental protection, food safety, and cancer treatment research.

Role Purpose

Own and accelerate the Saudi Arabia commercial agenda. Translate market potential into profitable growth, strategic access, stronger customer positions, and disciplined execution across diagnostics markets.

Key Responsibilities

Strategy & Market Planning

• 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.
• Develop emerging opportunities across all portfolios.
• Build growth plans for priority diagnostic and life-science markets.

Revenue & Financial Performance

• Own revenue, margin, forecast accuracy, pipeline quality, pricing, and market share.
• Deliver profitable growth and eliminate low-quality revenue.
• Control uncontrolled discounting and weak commercial discipline.
• Balance short-term delivery with long-term market creation.
• Maintain pricing discipline across all customer segments.

Market Development

• Build adoption pathways with clinicians, laboratories, hospitals and government.
• Turn clinical and scientific value into scalable commercial models.
• Build strategic markets and new-market creation capabilities.
• Demonstrate success in building markets and delivering profitable growth.

Strategic Account Management

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

Government & 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.
• Strengthen strategic-account and government engagement.

Channel & Execution Management

• 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.
• Upgrade channel performance and improve channel partner accountability.

Team Leadership

• 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.
• Strengthen team capability and accountability.

Qualifications & 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 or medical devices.
• Strong government, strategic-account, tender, and channel-management experience.
• Demonstrated success in building markets and delivering profitable growth.

Skills & Competencies

• Strong commercial, financial, and analytical judgement.
• Strategic operator with the pace to build, the judgement to prioritize, and the discipline to deliver.
• Ability to make hard choices with imperfect information.
• Ability to challenge inflated assumptions and false precision.
• Credibility to operate with government, clinicians, scientists, procurement, and executives.
• Capacity to move quickly without sacrificing judgement, margin, or compliance.
• Ability to turn strategy into execution and execution into results.
• Create clarity, raise standards, and own the outcome.
• English required; Arabic strongly preferred.

Additional Information

Work Schedule

Monday to Friday, standard office-based hours.

First-Year Mandate

Within 12 months, 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, and deliver visible commercial wins.

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.