Channel Account Manager - Laboratory Products

Work ScheduleStandard Office Hours (40/wk)Environmental ConditionsOfficeJob DescriptionThe 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.DESCRIPTIONHow 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 strategyDeliver annual sales targets, growth objectives, and key commercial KPIsLead and manage the distributor network as the primary route to marketDrive joint business planning, pipeline development, and execution discipline with distributorsEnable distributor success through training, coaching, and capability developmentEnsure consistent pricing, positioning, and portfolio alignment across channel partnersCollaborate cross-functionally with Product Specialists, Marketing, Service, Finance, and Customer Support teamsCoordinate with Riyadh-based direct teams (KAMs, BDMs) to support strategic opportunitiesSupport distributors in managing key accounts, strategic projects, and government tendersEngage directly in complex or high-value opportunities where requiredMaintain accurate sales forecasts, pipeline visibility, and CRM disciplineTrack and manage key performance indicatorsDeliver regular business reviews (MBR/QBR)Ensure compliance with SFDA regulations and local lawsAdhere to Thermo Fisher Scientific policies and ethical standardsREQUIREMENTSHow you will get here:Basic Qualifications:Bachelor's degree in Life Sciences, Chemistry, Biotechnology, or related fieldMinimum 5–8 years of commercial experience in laboratory, life sciences, or healthcare industryProven experience in distributor/channel managementDemonstrated track record of meeting or exceeding sales targetsExperience working in a matrixed organizationStrong understanding of Saudi market dynamicsProficiency in CRM tools (Salesforce preferred)Fluent in English (written and verbal)Preferred Qualifications:Experience managing country-level distributor networks in Saudi ArabiaKnowledge of government procurement processes and public tendering systemsExperience working across multiple product lines or divisions (e.g., LPE, LED, LCD)Exposure to direct sales team coordination or hybrid commercial modelsStrong negotiation and stakeholder management skillsAbility to analyze business performance and translate insights into actionsArabic language skills are an advantageWorking Conditions:Field-based role covering Saudi ArabiaTravel requirement: 40–60%