Strategic Channel Manager

5 days ago

Mumbai, Maharashtra, India Thermo Fisher Scientific Full time

Job Summary:

We are seeking an experienced Channel and Sales Strategy Lead to join our team at Thermo Fisher Scientific. The successful candidate will be responsible for driving our channel strategy and devising a framework to ensure maximum geographical reach and business growth.

Key Responsibilities:

  • Develop and implement a channel strategy to drive business growth and maximize geographical reach.
  • Design and implement AOP and incentive plans in collaboration with business growth objectives.
  • Promote workflow selling and training for channel partners and build a structured program.
  • Establish a framework to drive independent distributor-driven sales models, including strategic localization initiatives.
  • Meet assigned targets for AR collections and strategic objectives in assigned territories and channel/distributor accounts across the assigned division.
  • Monitor AR collections performance and investigate historical data for timely RCCM.
  • Develop and publish relevant dashboards for review and tracking.
  • Resolve billing issues and take adequate steps to encourage timely payments.
  • Lead channel/distributor planning and execution with respective business leaders.
  • Develop and maintain mutual performance objectives and financial targets, efficient channel processes, and workflows.
  • Assess, clarify, and validate channel/distributor needs, gaps, and requirements for successful business continuity.
  • Monitor performance of channel/distributor and coach them to higher levels of success.
  • Ensure channel/distributor compliance with set agreements and company guidelines.
  • Manage a team of regional channel managers and lead their hiring, performance, development, and career planning activities.
  • Manage potential channel/distributor conflict with other partners or sales channels through excellent internal and external communication and strict adherence to channel rules of engagement.
  • Drive adoption of company programs among assigned channel/distributor.
  • Collect and analyze secondary sales data to inform actionable analytics.

Requirements:

  • Graduate degree in BSc/Commerce/Economics or master's degree in business administration (preferred).
  • 15+ years of demonstrated experience in a similar role with a strong focus on sales and channel development for similar industries.
  • Track record of achieving targets for AR collections, partner recruitment and enablement, and reviewing performance.
  • Ability to work closely with commercial and finance teams to ensure financial health for the division.
  • Excellent verbal and written communication skills, with the ability to interact with technical and business counterparts within and outside the company.
  • Excellent knowledge and experience of working in the field, with dealers and distributors.
  • Must have analytical skills and intellectual ability to develop ideas, apply creative thinking, prepare business plans, and report quantitative data.
  • Must have decision-making ability to perceive and evaluate alternatives, analyze the impact of decisions before executing them, and implement decisions with appropriate evidence and rationale.

Benefits:

We offer competitive remuneration, an annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation.

About Thermo Fisher Scientific:

Thermo Fisher Scientific is a global leader in serving science, with +100,000 extraordinary minds working together to help solve the world's most complex scientific and health-related challenges.

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