Director, Channel Strategy- Regions

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. The Director, Channel Strategy – Regions is responsible for defining and executing the long-term channel and Go-to-Market (GTM) strategy across Asia Pacific, Latin America, and the Middle East & Africa. The role serves as the strategic architect of the Regions commercial ecosystem, driving transformation of direct and indirect commercial models to accelerate growth, improve customer access, increase channel productivity, and optimize commercial investments. Acting as the principal advisor to the VP, Strategy & Business Development on channel strategy, commercial coverage, and Go-to-Market decisions, this leader partners closely with Regional Presidents, Geo Vice Presidents & General Managers, Business Division leaders, and Global Commercial teams to determine the optimal commercial model across countries, customer segments, and business portfolios. The role balances customer needs, market maturity, competitive dynamics, profitability, regulatory considerations, and strategic priorities to maximize long-term growth. Beyond strategy development, the position leads enterprise-wide channel transformation by building scalable governance, commercial capabilities, AI-enabled decision support, analytics, and operating frameworks that enable consistent, data-driven channel management across the Regions. The role translates STRAP priorities into executable operating models, investment strategies, and transformation roadmaps that improve commercial effectiveness, partner performance, customer access, and sustainable profitable growth.

1. Regions Channel Strategy & Go-to-Market Leadership Define and lead the Regions channel and Go-to-Market strategy aligned with STRAP priorities and long-term growth objectives. Develop multi-year channel transformation roadmaps that support Regional and Geo business strategies. Partner with Regional Presidents, Geo leadership, and Business Division teams to determine the optimal commercial model across countries, customer segments, and product portfolios. Develop strategic frameworks for direct, indirect, and hybrid commercial models, partner segmentation, territory design, customer ownership, and strategic account coverage. Establish methodologies to assess market attractiveness, customer access, channel effectiveness, profitability, competitive positioning, and commercial investment opportunities. Lead periodic strategic reviews to optimize the balance between direct sales and channel partners across the Regions. Monitor competitive channel strategies and emerging market trends to recommend adjustments that strengthen commercial competitiveness. Serve as a trusted strategic advisor to executive leadership on commercial coverage, channel investments, and market access strategies. 2. Channel Transformation, Productivity & Commercial Capability Building Lead enterprise channel transformation initiatives that improve growth, customer experience, commercial productivity, and cost-to-serve. Design scalable channel management capabilities and operating models across all Regions and Geographies. Establish global best practices, governance standards, and operating disciplines for channel management. Drive partner portfolio optimization, including strategic partner concentration and channel rationalization initiatives. Improve revenue per partner,