Channel Account Manager - Laboratory Products

Work Schedule

Environmental Conditions

Job Description

The Channel Account Manager is responsible for driving sales growth, market development, and commercial execution of the Laboratory Products Group (LPG) portfolio across Saudi Arabia. Operating within a matrixed, multi-division environment, the CSM implements country-level commercial strategies across LPE, LED, and LCD, with a primary focus on developing and leading the distributor network as the core route to market. The role requires strong cross-functional collaboration and influencing skills, coordinating internal stakeholders and aligning direct commercial resources (Key Account Managers and Business Development Managers) to support distributor success, strategic account development, and opportunity execution. The CSM is accountable for achieving financial targets, maintaining forecast accuracy, strengthening channel performance, and ensuring compliance, while delivering a consistent and scalable customer experience aligned with Thermo Fisher Scientific values.

How you will make an impact:

You will execute the country commercial plan for LPG across Saudi Arabia, drive distributor success, and deliver exceptional results in a dynamic market.

What you will do:

• Execute the country commercial plan for LPG (LPE, LED & LCD) in alignment with regional strategy

• Deliver 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

• Ensure consistent pricing, positioning, and portfolio alignment across channel partners

• Collaborate cross-functionally with Product Specialists, Marketing, Service, Finance, and Customer Support teams

• Coordinate with Riyadh-based direct teams (KAMs, BDMs) to support strategic opportunities

• Support distributors in managing key accounts, strategic projects, and government tenders

• Engage directly in complex or high-value opportunities where required

• Maintain accurate sales forecasts, pipeline visibility, and CRM discipline

• Track and manage key performance indicators

• Deliver regular business reviews (MBR/QBR)

• Ensure compliance with SFDA regulations and local laws

• Adhere to Thermo Fisher Scientific policies and ethical standards

How you will get here:

Basic Qualifications:

• Bachelor's degree in Life Sciences, Chemistry, Biotechnology, or related field

• Minimum 5–8 years of commercial experience in laboratory, life sciences, or healthcare industry

• Proven experience in distributor/channel management

• Demonstrated track record of meeting or exceeding sales targets

• Experience working in a matrixed organization

• Strong understanding of Saudi market dynamics

• Proficiency in CRM tools (Salesforce preferred)

• Fluent in English (written and verbal)

Preferred Qualifications:

• Experience managing country-level distributor networks in Saudi Arabia

• Knowledge of government procurement processes and public tendering systems

• Experience working across multiple product lines or divisions (e.g., LPE, LED, LCD)

• Exposure to direct sales team coordination or hybrid commercial models

• Strong negotiation and stakeholder management skills

• Ability to analyze business performance and translate insights into actions

• Arabic language skills are an advantage

Working Conditions:

• Field-based role covering Saudi Arabia

• Travel requirement: 40–60%