Sr Manager, Channel Management
Thermo Fisher Scientific
- Pennsylvania
- Permanent
- Full-time
- Develop, refine, and implement channel strategy that positions CDD to increase market opportunity through balanced and sustainable growth
- Foster a commercial process that sells through partner organizations to end users
- Ensure BU and Commercial leadership business needs are addressed and communicated with channels in a timely manner
- Coordinate the involvement of divisional leads, including support, service, and management resources, in order to meet channel objectives and expectations
- Supervise market dynamics and understand competitors for CDD
- Work closely with other functional areas within Thermo Fisher Scientific to collaborate, gain support and assistance in execution of channel business/market plans
- Understand organizational dynamics and identify key collaborators in each channel to establish productive, professional relationships to drive growth
- Conduct high level business reviews quarterly with key channels, coordinating involvement with business leadership to drive awareness and accountability
- Be a great partner with current channels and find opportunities for portfolio expansion
- Maintain consistent interactions with key partners, to drive progress related to goals and adapt strategy/tactics when vital
- Handle potential channel conflict with other sales channels by encouraging excellent communication internally and externally, and through strict adherence to channel rules of engagement
- Proactively lead a joint planning process that develops mutual performance objectives and financial targets associated with a productive channel relationship
- Develop channel business plans to identify key areas of growth potential and strategy to gain both short and long term growth
- Actively participate in the AOP development and establish achievable growth targets
- develop the annual channel marketing plan that supports growth initiatives, establish plan to align with commercial execution
- Partner with CDD finance and leadership to develop and support discounting policies and framework which align with channel strategy
- Provide monthly reporting which quantifies how lead measures are leading to AOP performance
- Partner with division leads to coordinate CDD activities for channels’ National Sales Meetings
- BS degree in Sciences or Business, MBA preferred
- Proven experience in industry or related field with growing responsibilities
- Experience in direct/distribution sales and/or marketing (5 years minimum)
- Strong analytical skills and ability to draw conclusions and observations from market trends and sales data analysis
- Ability to plan, gain consensus and implement a project to completion and success
- Domestic travel estimated at 30% of time, traveling to collaborate with internal teams, channel partners, and key customers
- Proven success in forming interdepartmental relationships
- Proven excellence in oral and written communication skills
- Ability to operate independently, with initiative, and good business judgment in a matrixed environment
- Strong organizational and time management skills
- Experience within company or other Life Science competitor