Director, Strategy - Dubai, Dubai
10 hours ago
Job description
Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Office
Director, Strategy & Commercial Excellence, Middle East & Africa (MEA)
At Thermo Fisher Scientific, our mission is clear: to enable our customers to make the world healthier, cleaner, and safer. In the Middle East & Africa (MEA), this means unlocking growth in complex, high-potential markets while strengthening commercial execution and customer impact.
The Director, Strategy & Commercial Excellence, MEA is responsible for driving commercial performance, execution rigor, and scalable growth across the Middle East & Africa region.
This role serves as the primary commercial excellence leader for MEA, translating APMEA strategy into country-level execution, strengthening direct and channel effectiveness, and improving performance visibility and decision quality across highly diverse markets.
Operating in a complex, developing-market context, the role focuses on practical execution, standard work, cadence, analytics, and capability building, while partnering closely with country leaders, channel teams, and regional functions. A strong understanding of Thermo Fisher's operating model and portfolio is essential.
Key Responsibilities
Commercial Excellence & Execution (MEA)
- Lead the Commercial Excellence agenda across MEA, ensuring consistent execution of regional priorities.
Embed standard work across:
Sales performance management
- Forecasting and pipeline rigor
Funnel health, win-rate, and productivity analytics
Elevate the quality of commercial reviews (MBRs / QBRs) from reporting to decision-making.
- Support country leaders with structured problem-solving (A3s, recovery plans, deep dives).
Strategy & Marketing (MEA)
- Translate APMEA strategy into MEA-specific priorities, initiatives, and execution plans.
Support MEA country STRAPs (strategy plans) by:
Ensuring clarity, rigor, and comparability
Tracking execution progress and risks
Ability to develop marketing plans and strategy including digital, e-commerce and execute through country teams and COE's driving demand.
- Well versed with alla aspects of digital marketing, ecommerce and lead generation.
- Identify cross-country themes, constraints, and growth opportunities unique to MEA and escalate appropriately.
Channel Management & Partner Effectiveness
Drive Channel Management Standard Work across MEA, including:
Partner segmentation and coverage models
- Partner performance scorecards and reviews
Governance, cadence, and accountability
Partner with country leaders to optimize direct vs. channel GTM models by market.
- Improve partner productivity, execution consistency, and customer experience through disciplined channel management.
- Act as the regional connector between APMEA channel frameworks and local execution realities.
Commercial Analytics & Performance Visibility
Establish strong commercial performance visibility across MEA:
Revenue, funnel, win rates, pipeline quality
Channel vs. direct performance
Partner with Finance and Digital teams to improve forecast accuracy and transparency.
- Use data to drive fact-based decisions, prioritization, and resource allocation.
Capability Building & Enablement
Build commercial capability across MEA sales and channel teams through:
Training, tools, and playbooks
Best-practice sharing across countries
Support adoption of regional tools and programs (e.g., sales effectiveness tools, incentive apps, win-room mechanisms).
- Strengthen commercial maturity while respecting local market constraints and realities.
Stakeholder Management & Governance
- Act as a trusted commercial partner to MEA country leaders.
- Represent MEA in regional/ global Commercial Excellence forums and reviews.
- Ensure alignment between MEA execution and regional/ divisional governance, cadence, and expectations.
Qualifications & Experience
- Bachelor's degree required; Master's degree preferred.
- 15+ years of experience across commercial operations, sales excellence, strategy execution, or consulting.
- Demonstrated experience working across emerging and developing markets, ideally within MEA.
- Strong understanding of direct and channel-based GTM models.
- Proven ability to drive execution in resource-constrained, high-variance environments.
- Strong analytical, influencing, and stakeholder management skills.
- Experience within life sciences, healthcare, industrials, or adjacent sectors preferred.
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