Sr Manager, Channel Management at Thermo Fisher Scientific in Harrisburg, Pennsylvania

Job Description:

Work Schedule

Standard (Mon-Fri)



Environmental Conditions

Office



Job Description



Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing efficiency in their laboratories, we are here to support them. Our team of more than 100,000 colleagues delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD. For more information, please visit www.thermofisher.com.



Group/Division Summary: For 100 years, we have been dedicated to serving microbiologists in their pursuit of discovery. From antibiotic resistance monitoring, to safeguarding the integrity of the global food supply chain, our tools have aided microbiology leaders in their essential work since 1924. Today, Thermo Scientific™, Oxoid™, Remel™ and other microbiology products are part of the Thermo Fisher Scientific Specialty Diagnostics portfolio. Our products, known for their rigorous quality standards, support the Thermo Fisher Mission: To enable our customers to make the world healthier, cleaner and safer.



Position Summary:



This commercial leadership role is responsible for developing the Microbiology Division (MBD) channel strategy and driving growth through all North American channels. Internally, this entails working with MBD Sales, Marketing, Operations, and leadership teams to identify and implement high impact product category and field based initiatives. Externally, this entails collaborating 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 MBD products and services through all channels, and will leverage activities in new product launches, industry segment strategies, and field collaboration.



Key Accountabilities

• Develop, refine, and implement channel strategy that positions MBD 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, to meet channel objectives and expectations


• Lead in maintaining the understanding of market dynamics and the competitive landscape for MBD


• Ensure that go to market and channel partner distribution models consistently support the MBD North America growth strategy


• Work 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 growth


• Conduct high level business reviews quarterly with key channel partners, 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

Planning

• 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 and establish the plan to align with commercial execution


• Partner with MBD Finance and leadership to develop and support pricing policies and framework which align with channel strategy


• Provide monthly reporting which quantifies how lead metrics are driving AOP performance


• Partner with division leads to coordinate MBD activities for channels' National Sales Meetings and other scientific meeting engagement opportunities

Minimum Requirements/Qualifications:

• BS degree in Sciences or Business, MBA preferred


• Proven experience in industry or related field with roles of increasing responsibility over time


• Experience in direct/distribution sales (5 years minimum)


• Strong executive presence with ability to effectively influence decision making by business stakeholders and channel partners


• Strong analytical skills and ability to draw conclusions and observations from market trends and sales data analysis


• Proven skills and track record of success in strategic selling, navigating complex decision making, negotiation, and executive presentation.


• Ability to plan, gain consensus and implement a project to completion and success


• 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


• Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Power BI, SFDC, etc.)


• Domestic travel to collaborate with internal teams, channel partners, and key customers


• Experience within Thermo Fisher Scientific or other Life Science competitor

Able to travel up to 30%



Benefits



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