Sr Manager, Channel Management

Position Summary

This commercial leadership role is responsible for developing the Clinical Diagnostics Division (CDD) channel strategy and driving growth through all North American channels. Internally, this entails working with CDD sales, marketing, operations, and leadership teams to identify and implement high impact product category and field based initiatives. Externally, this entails partnering with a network of Channel Partners to develop mutually beneficial partnerships, as well as finding opportunities for channel expansion where impactful. The position will have responsibility for the growth of CDD products and services through all channels, and will leverage activities in new product launches, industry segment strategies, and field collaboration.

Crucial Job Functions and Accountabilities

Key Accountabilities

Develop, refine, and implement channel strategy that positions CDD to increase market opportunity through balanced and sustainable growthFoster a commercial process that sells through partner organizations to end usersEnsure BU and Commercial leadership business needs are addressed and communicated with channels in a timely mannerCoordinate the involvement of divisional leads, including support, service, and management resources, in order to meet channel objectives and expectationsSupervise market dynamics and understand competitors for CDDWork closely with other functional areas within Thermo Fisher Scientific to collaborate, gain support and assistance in execution of channel business/market plans

Relationship Management

Understand organizational dynamics and identify key collaborators in each channel to establish productive, professional relationships to drive growthConduct high level business reviews quarterly with key channels, coordinating involvement with business leadership to drive awareness and accountabilityBe a great partner with current channels and find opportunities for portfolio expansionMaintain consistent interactions with key partners, to drive progress related to goals and adapt strategy/tactics when vitalHandle potential channel conflict with other sales channels by encouraging excellent communication internally and externally, and through strict adherence to channel rules of engagement

Planning

Proactively lead a joint planning process that develops mutual performance objectives and financial targets associated with a productive channel relationshipDevelop channel business plans to identify key areas of growth potential and strategy to gain both short and long term growthActively participate in the AOP development and establish achievable growth targetsdevelop the annual channel marketing plan that supports growth initiatives, establish plan to align with commercial executionPartner with CDD finance and leadership to develop and support discounting policies and framework which align with channel strategyProvide monthly reporting which quantifies how lead measures are leading to AOP performancePartner with division leads to coordinate CDD activities for channels’ National Sales Meetings

Minimum Requirements/Qualifications

BS degree in Sciences or Business, MBA preferredProven experience in industry or related field with growing responsibilitiesExperience 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 analysisAbility to plan, gain consensus and implement a project to completion and successDomestic travel estimated at 30% of time, traveling to collaborate with internal teams, channel partners, and key customersProven success in forming interdepartmental relationshipsProven excellence in oral and written communication skillsAbility to operate independently, with initiative, and good business judgment in a matrixed environmentStrong organizational and time management skillsExperience within company or other Life Science competitor