Area Sales Manager for Laboratory Products Group - East Africa

Role Overview

This role is responsible for driving commercial success across the East African region for a broad portfolio of laboratory equipment, chemicals, consumables, and support services. Day to day, you will build and execute territory growth plans, cultivate relationships with key accounts—including research institutions, healthcare facilities, government bodies, and industrial labs—and work closely with channel partners to expand market presence. Your work directly supports scientists and technicians who rely on these tools to advance diagnostics, research, and laboratory operations, making a tangible impact on public health and scientific progress in the region.

Key Responsibilities

• Own the development and execution of annual territory strategies that align with regional commercial objectives, focusing on revenue, bookings, and market share growth.
• Proactively identify, qualify, and convert new business opportunities across academic, government, NGO, healthcare, and industrial segments within the laboratory products and chemicals portfolio.
• Manage and deepen relationships with existing key customers, acting as a trusted advisor to understand their evolving needs and position tailored Thermo Fisher solutions.
• Oversee and support the network of in-country distributors and channel partners through regular business reviews, performance tracking, and joint growth planning to ensure consistent execution.
• Leverage CRM platforms and AI-powered commercial tools to track pipeline health, improve forecast accuracy, and generate actionable customer insights.
• Collaborate cross-functionally with other Thermo Fisher business units to offer integrated solutions that address complex laboratory challenges across multiple product categories.
• Monitor competitive activity, funding trends, and regulatory developments across East Africa to adjust go-to-market approaches and maintain a competitive edge.
• Ensure all sales activities comply with company policies, governance standards, and local regulatory requirements while maintaining high ethical and compliance standards.

Requirements & Qualifications

• Proven track record of at least 5–7 years in business development, field sales, or commercial leadership within the life sciences, diagnostics, laboratory equipment, or healthcare industries.
• Demonstrated ability to consistently exceed revenue targets and drive profitable growth in a territory covering multiple countries and cultures.
• Experience managing long, multi-stakeholder sales cycles involving procurement committees, scientific end-users, and senior decision-makers in both public and private sectors.
• Strong negotiation, presentation, and relationship-building skills, with the ability to influence without direct authority across a matrix organisation.
• Deep understanding of East African market dynamics, including funding sources (e.g., government budgets, donor programmes, private investment), key opinion leaders, and major institutional buyers.
• Hands-on experience recruiting, training, and managing independent distributors or channel partners to improve in-country commercial execution.
• Comfort using CRM systems (e.g., Salesforce) and data analytics to manage sales processes, forecast demand, and identify growth opportunities.
• Bachelor’s degree in a relevant field such as life sciences, business, or engineering; an MBA or advanced degree is a plus.
• Willingness to travel extensively across East Africa (up to 50% of the time) to meet customers, partners, and internal teams.
• Fluency in English required; proficiency in Swahili or other regional languages is highly advantageous.

What We Offer / Why Join

This position offers the opportunity to join a global science and technology leader whose products are used in labs that drive innovations in health, safety, and environmental protection. You will operate with a high degree of autonomy while being backed by a strong corporate infrastructure, including advanced digital tools and a collaborative team culture. Thermo Fisher Scientific is known for fostering a work environment built on innovation, integrity, intensity, and involvement—where motivated individuals can build a long-term career while making a real difference across East Africa’s evolving scientific and diagnostic landscape.