Director - Channel Sales - Thermo Fisher Scientific - Madison

Job description

Position Summary: This role is a senior level commercial position chartered to create and implement indirect channel partners strategies and tactics to achieve sales and market share objectives for the defined category of products through our global channel partners. The Global Channel Partner Sales Director wins, maintains, and expands relationships with assigned Global and Regional distributors and dealers. The Global Channel Partner Sales Director understands and communicates the voice of the customer and channel partner viewpoints into product marketing.

Critical functions of Global Channel Partner Sales Director are:

To work with the Business Unit leaders to ensure order and sales volumes are achieved through active Sales and Marketing support to the assigned channel partners.
To interface at the highest levels with the assigned global channel partners to develop a commercial strategy that delivers sustainable growth for all CMD products distributed by the indirect channels.
To coordinate efforts with Regional commercial leaders to drive business through the creation of a commercial plan and achieve sales volume through assigned channel partners.
To leverage regional best channel practices and establish consistent channel partner process and tools.

The Global Channel Partner Sales Director is tasked with establishing goals and objectives, coaching, measuring performance, hiring and performing PMD evaluations for the assigned global sales channel team. Interface with all members of sales, support and service groups within the CMD chromatography business units, and in addition support cross-selling activities with other Thermo Fisher teams.

Essential Job Functions and Accountabilities:

Establish and maintain productive, professional relationships with global and regional channel partners
Coordinates the involvement of support from other functional teams, including country direct sales, support, business units, and management resources, in order to meet assigned channel partner performance objectives and expectations
Responsible for delivering revenue and market share growth objectives for assigned channel partners within North America and Europe.
Develops the global assigned channel partner commercial plan, including development and implementation of tactics to accomplish growth targets
Works closely with Divisional, Country and Factory PL Leadership teams to drive execution of strategy and tactics to achieve business objectives
Proactively assesses, clarifies, and validates partner needs on an ongoing basis
Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
Ensure compliance with partner agreements
Drives adoption of company programs among assigned channel partners
Proactively recruits new qualifying partners and rationalize existing partner relationships on an ongoing basis
Defines promotional tools and sales tactics to drive sales including product pricing, promotional tactics and distribution channels
Works with Marketing Communications to implement promotional tactics and establishes metrics to assess performance of each promotional program
Provides feedback, information, market intelligence and recommendations to improve market penetration and orders growth for the PL
Manages weekly/monthly forecasting routines, responsible for AOP planning
Responsible for the QBR reporting
Maintains and updates competitive / geographical product performance analysis and SWOT (strength, weaknesses, opportunities and threats)
Provides critical input into Quick Market Intelligence (QMI) process.

Desired Skills and Experience

Minimum Requirements/Qualifications:

MSc degree in Science or Business based disciplines or relevant experience
MBA/other financial degree preferred or commercial industry experience
Proven track record in sales and experience in other functions preferred
Performance ratings over the last 2 years of at least AS (if applicable)
English language skills and further European languages are an advantage
Willingness and ability travel at least 50%
Experience in industry, academia, or related field with progressively increasing responsibilities
Strong experience in international channel and direct sales and marketing
Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis
Demonstrated success in forming interdepartmental relationships and leading a sales team
Demonstrated ability to operate independently, with initiative, and good business judgment
Strong organizational and time management skills
Experience within Company or other life science competitor, preferably in the Laboratory Consumables field
Proven leadership skills
Experience in leadership in matrix organizations
Excellent track record in managing growth businesses in a competitive environment

Travel Requirement: Expected Travel will likely average more than 50%

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