Senior Sales Manager: Channel

Thieme Group Noida India Work experience Other Published 2024-12-09 About usThieme is an award-winning international medical and scientific publisher with a rich history of 130 years Thieme has demonstrated its commitment to the highest standard of quality in the state-of-art content and presentation of all of its products Thieme is a multinational company with offices in 4 countries Stuttgart - Germany New York - the U S A Noida - India and Rio - Brazil Roles ResponsibilitiesOverview The Channel Sales Manager will be responsible for leading and driving the growth of sales and developing new business opportunities through the distributor the reseller channel agents for Thieme Print Digital products portfolio The position plays critical and lead role in demand fulfilment along with creation of new sales Essential Duties and Responsibilities Strategic Create sales plan and vision for the Channel sales across product lines Build a channel sales distribution strategy to determine optimum mix of distributors retailers college tuck shops with minimal risk on AR and of returns Track pipeline health on key deals to accelerate sales momentum Actively review and drive top opportunities and accelerate them to closure by removing partner blockers Drive performance management of Channel through periodic monthly quarterly reviews to review overall business performance across the organization against business plan liquidation of stocks Nurture existing direct accounts and lead the meaningful expansion to enhance reach visibility to grow the business Actively contribute to devise and implement the channel strategy pricing model discount structure etc Advise and help marketing to implement and increase eCommerce business Build the strategy to measure liquidation through channels Share best practices being observed in the market to build agile channel strategy Customer Orientation Build and Develop relationship with Key Partners build a win-win scenario on mutual trust business practices etc Improvise and build upon Understand the influencer mindset and build sales touchpoints at key levels of hierarchy Build joint strategy for adoption of trade titles by Institute with channel esp library suppliers Grow pipeline for Digital Products Strong customer relationship skills to retain and grow accounts Partner with Agents Channel in negotiation with institutional decision-makers e g deans directors librarians Process Compliance Manage all established sales processes drive compliance and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence Some key existing processes that need to be managed Sales Revenue Forecasting Pipeline management Control Discount outflow Sales visit planning Budget management by channel By product Manage timely collection Returns Management Market Development Develop and steer the Agency Team s towards digital products with proper product training and understanding of digital platforms and channels Increase Library Sales Network by participating in Conferences Displays Demos via Channel Partners resulting in enhanced visibility of Thieme Products Print Digital and enhance sales esp Clinical Collaboration Collaboration is the soul of this position Maintain develop and strengthen collaboration with the other groups in the organisation such as Sales Team Marketing Publishing Finance and Customer Success Required Background skills Minimum of 8-12 years sales management experience with distributor reseller channels digital products Track record of sales management success in complex solution-focused matrix organisation Corporate Entrepreneurial Mindset is a must Experience of working in a matrix organization is desirable Well networked and working knowledge with academic libraries private and public hospitals and government organizations in India Subcontinent desirable Experience of working with Consortiums both at a Regional and National Level Excellent communication interpersonal team building skills Excellent negotiation and analytical skills and business and financial acumen Willing and able to travel to client sites regularly The role requires extensive travel and sales planning Able to work well with the Microsoft Office Suite Word Excel PowerPoint and Outlook any standard CRM Ethical conduct and a desire to learn new skills is a must We offer the following benefits to our employees Hybrid Working Model Gratuity Mediclaim for the self spouse and up to three children Accidental insurance with a sum insured of 15 lakhs Term Life Insurance Five-day working week Performance-based Bonus Paid parental leave