Background information about the job or company (e.g., role context, company overview)

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of more than $24 billion and approximately 70,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity.

Are you ready to make a meaningful impact across East Africa's dynamic laboratory landscape? Thermo Fisher Scientific is seeking a highly motivated and results-driven Area Sales Manager to lead commercial growth across the East Africa territory. Within our Laboratory Products Group (LPG), you'll empower customers to accelerate groundbreaking research, solve complex analytical challenges, improve patient diagnostics, and increase laboratory productivity. Our comprehensive portfolio—spanning laboratory equipment, chemicals, consumables, and services—supports scientists and professionals working to make the world healthier, cleaner, and safer.

Responsibilities or duties

You will drive revenue growth, expand market share, develop strategic customer relationships, and identify new business opportunities across the Laboratory Products and Chemicals portfolio. This role requires a commercially astute professional who can effectively navigate complex healthcare, research, government, academic, and industrial markets while leveraging a collaborative approach.

What you will do:

• Develop and execute territory growth strategies aligned with regional business objectives.
• Drive revenue, bookings, and funnel growth across assigned product portfolios.
• Identify, qualify, and convert new business opportunities while increasing market share.
• Build and maintain strong relationships with key customers, channel partners, government institutions, NGOs, and research organizations.
• Leverage cross-divisional collaboration to maximize customer engagement and deliver integrated Thermo Fisher solutions.
• Develop and implement strategic account and territory plans to support long-term business growth.
• Utilize CRM and AI-enabled commercial tools to improve productivity, customer insights, forecasting accuracy, and sales effectiveness.
• Support channel partner development through regular business reviews, performance management, and growth planning.
• Ensure compliance with all company policies, regulatory requirements, and commercial governance processes.
• Monitor market trends, competitive activity, funding landscapes, and emerging opportunities across East Africa.

Qualifications or requirements (e.g., education, skills)

How you will get here:

• Proven success in business development, sales, or commercial leadership within the life sciences, laboratory, diagnostics, healthcare, or related industries.
• Strong track record of exceeding revenue targets and delivering profitable growth.
• Experience managing complex sales cycles, strategic projects, and multi-stakeholder engagements.
• Excellent relationship-building, negotiation, and communication skills.
• Ability to identify new market opportunities and develop effective go-to-market strategies.
• Strong commercial acumen, analytical capability, and forecasting discipline.
• Experience working across multiple countries and cultures within East Africa.
• A collaborative mindset with the ability to influence and work effectively across matrix organizations.
• High level of personal accountability, resilience, and customer focus.
• Interest in leveraging digital and AI-enabled tools to enhance commercial performance.
• Knowledge of East Africa market dynamics including funding, buyers, key accounts, and KOLS in respective segments.
• Experience managing independent channel partners; recruitment, development, and enablement of in-country distributors.

Experience needed

What success looks like:

• Consistent achievement and over-delivery of revenue and growth targets.
• Strong pipeline and funnel development supporting future business growth.
• Increased customer adoption and market penetration across the territory.
• Effective cross-divisional collaboration resulting in expanded business opportunities.
• Strong channel partner engagement and improved commercial execution.
• Demonstrated leadership potential and contribution to Thermo Fisher's culture of innovation, integrity, intensity, and involvement.

• Develop and execute territory growth strategies aligned with regional business objectives.
• Drive revenue, bookings, and funnel growth across assigned product portfolios.
• Identify, qualify, and convert new business opportunities while increasing market share.
• Build and maintain strong relationships with key customers, channel partners, government institutions, NGOs, and research organizations.
• Leverage cross-divisional collaboration to maximize customer engagement and deliver integrated Thermo Fisher solutions.
• Develop and implement strategic account and territory plans to support long-term business growth.
• Utilize CRM and AI-enabled commercial tools to improve productivity, customer insights, forecasting accuracy, and sales effectiveness.
• Support channel partner development through regular business reviews, performance management, and growth planning.
• Ensure compliance with all company policies, regulatory requirements, and commercial governance processes.
• Monitor market trends, competitive activity, funding landscapes, and emerging opportunities across East Africa.

• Proven success in business development, sales, or commercial leadership within the life sciences, laboratory, diagnostics, healthcare, or related industries.
• Strong track record of exceeding revenue targets and delivering profitable growth.
• Experience managing complex sales cycles, strategic projects, and multi-stakeholder engagements.
• Excellent relationship-building, negotiation, and communication skills.
• Ability to identify new market opportunities and develop effective go-to-market strategies.
• Strong commercial acumen, analytical capability, and forecasting discipline.
• Experience working across multiple countries and cultures within East Africa.
• A collaborative mindset with the ability to influence and work effectively across matrix organizations.
• High level of personal accountability, resilience, and customer focus.
• Interest in leveraging digital and AI-enabled tools to enhance commercial performance.
• Knowledge of East Africa market dynamics including funding, buyers, key accounts, and KOLS in respective segments.
• Experience managing independent channel partners; recruitment, development, and enablement of in-country distributors.

• BA/BSc/HND