Channel Sales Manager Microbiology Division
Core Informatics
Bogota, Colombia
hace 16 días

Chile - SantiagoColombia - Bogota

Job Description Position Description :

The Distributor (or) Channel Manager promotes the Microbiology value proposition with distributors / Channel partners. This role is responsible for selling all products by working collaboratively across all the Microbiology business to meet or exceed AOP.

It is also responsible for developing and aligning strategy with other Groups and Divisions in Thermo Fisher Scientific through regular contact and interaction.

This individual is responsible for implementing business strategies, annual marketing & business plans, forecasting, providing marketing / competitive feedback and customer satisfaction relative to sales activities and profitable growth.

This position will require an individual who is results oriented, highly motivated to succeed, operates with a sense of urgency, has an excellent work ethic and maintains the highest level of integrity and professionalism.

The Distributor (or) Channel Manager promotes the Microbiology value proposition with distributors / Channel partners. This role is responsible for selling all products by working collaboratively across all the Microbiology business to meet or exceed AOP.

It is also responsible for developing and aligning strategy with other Groups and Divisions in Thermo Fisher Scientific through regular contact and interaction.

Successful outcomes of Distributor / Channel Management consist of 5 major criteria : 1

2. Ensure pricing alignment with Distributor or Channel partner to market and global pricing / margin strategy

3. Helps determine and drives implementation of optimum Go to Market strategies, ensuring continual assessment and successful execution of changes in accordance with mandatory processes4.

Develop, implement and execute strategic account and marketing plans meeting ROI targets5. Improve customer experience / satisfaction and Microbiology team engagement

4. Develop, implement and execute strategic account and marketing plans meeting ROI targets 5. Improve customer experience / satisfaction and Microbiology team engagement 6.

Compliance with standardised Channel Management tools and processes including CRM and pricing tools Essential Duties and Responsibilities Business Plan Development and Execution Ensuring optimum Go To Market strategy is implemented Creation and implementation of annual marketing & business plans with Distributor / Channel partner Understands market trends and customers

  • Maps and defines defend or growth strategies to maximise profitable growth
  • Owns and Drives Distributor / Channel input for CRM for forecasting, demand planning and SIOP
  • Customer relationship Management

  • Leading negotiator and forward looking to understand future requirements of Distributor / Channel and market that they operate in
  • Leads reporting & Influences people in all organisations with no direct reporting lines
  • Actively participates to resolve any channel conflict to drive high performing profitable resolution
  • Management of our scorecard / relationship and feedback of and to the customer to improve business relationships
  • Ensures regular business review meetings
  • Technical Comprehension Understands customer goals, needs and opportunities and is able to align Microbiology workflow solutions and products Communicates benefits that the entire company brings to the Distributor and Customer in order to maximise cross divisional opportunities Understands how to engage the organisation for technical / product support as required

    Commercial Excellence

  • Ensures Distributor / Channel partner satisfactorily completes / meets all our Compliance requirements in line with Corporate instructions
  • Understands how the acquisition of revenue through the channel is created and the time line to acquire revenue
  • Able to work at a strategic level(s) internally and externally to support deals and drive profitable growth
  • Able to plan and measure performance including ROI across multiple currencies
  • Drives forecasts to ensure stock is managed for the end customer using CRM and supporting sales teams
  • Negotiation and set up of all contracts and ensures adherence to terms agreed during lifecycle of the relationship
  • Experience & Qualifications Minimum 3 to 5 years Sales Experience with proven track record of over delivery and strong business acumen, Distributor / Channel management experience preferred Proven ability to promote teamwork and work effectively across multiple business functions and networks internally and through Distributor / Channel in multi-

    cultural environments Demonstrated proficiency and understands the necessity for sales planning and execution using standard sales tools e.

    g. CRM to drive commercial operational excellence Demonstrated ability to influence without authority Strong track record of results, customer focus Demonstrates superior relationship management and negotiation skills Technical strength and demonstrated ability to navigate the full Microbiology portfolio

  • A Master’s or MBA is desirable
  • Bachelor’s Degree in Biology, Molecular Biology, Biochemistry or related field essential
  • The role will require minimum 60% travel
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