Channel Manager

hace 2 semanas

Tlahuac, México Thermo Fisher Scientific A tiempo completo

**Location/Division Specific Information**

Mexico

**How will you make an impact? (Objective)**

This role is a commercial position responsible to implement sales thru channels in line with defined strategies in order to achieve sales targets and market share objectives for our business Units product lines in Latin America. This position reports to the Sales Leader for Latin America and provides commercial/technical sales support for our indirect channel networks to ensure that sales targets are achieved.

**What will you do? (Responsibilities)**

The Channel manager will be responsible for developing a market coverage strategy to increase our sales in the territory thru sales partners. This includes the identification, selection, and implementation, and performance evaluation of the channels.

**Key Duties and **Responsibilities**:

- Accountable for assessing and handling existing Channel Partners, plus identifying, developing and leading new Channel Partners/distributors to improve our market coverage in our target markets.
- Switch the way CAD approaches to our end users through our indirect sales model.
- Responsible for the sales of CAD Verticals distributors into a vast array of heavy industries for Mexico.
- In charge to develop and close relationships with our key target end customers.
- This person will interact with areas such as: Sales, Marketing, Product Management and Services, Project Management, Engineering teams and Research & Development Team.
- Provides technical and commercial support to indirect distributors
- Achieves sales targets for the vertical and channel partners on line with key selling objectives in defined territory
- Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
- Works closely with LATAM Management and Verticals Leaders teams to implement tactics to achieve business objectives.
- Understand dynamics and potential conflict of Direct Sales and Indirect Sales work as a team with our Vertical Leaders.
- Provides input to conceive, define and implement promotional tools and sales tactics to drive growth, including pricing strategies, marketing campaigns and distributor agreements in defined territory.
- Provides feedback, information, market intelligence and recommendations to improve market penetration and order growth for CAD Verticals.
- Runs forecasting routines in defined territory including all Distributors / Channel Partners.
- Populate and update SalesForce CRM with projects, forecast and strategic data of customers from the target region.
- Ensure that Thermo Fisher Scientific customers are receiving the best post-sales support by closely following up Distributor´s service level and customer satisfaction.
- Works in partnership with marketing and product management to ensure the VOC (voice of the customer) is assembled optimally on the front end of all new product programs. Additionally, provide input on both marketing and technical resources needed to ensure the highest quality training for our sales representatives / Distributors.
- Implementation of a Strong and Effective Channel Management model including score card / KPIs management approach.
- Development of more adventurous remuneration / inventive models to Channels that can be implemented in all other channels in LATAM.

Activities in partnership with other various functional groups:
Marketing
- Attend tradeshows in your territory and provide a report after the show.
- Work with Marcom for specific activities in your sales territory
- Provide driven market information
- Acquire general market intelligence and develop this for sales management and the marketing team.
- Provide input to the development of the annual mineral market strategic plans concerning market information, industry trends, market analytics, and the like

**Success Profile**

**Education & Knowledge**:

- Bachelor’s degree in a technical field, Chemistry, Engineering, or Biology.
- Knowledge of Optical Spectroscopy is an advantage
- Having an MBA or Master in Administration will be a key differentiator
- Proficient in English and Spanish.
- Knowledge of Pharma and chemical markets a must.
- Proficient user of MS Office, in particular Word, PowerPoint and Excel.
- Desired experience using JDE or SAP.

**Experience**:

- Experience in management of distribution partner;
- Experience of business development using Partners or Channels / Distributors to provide solutions to customers
- +6 years of experience in technical sales in analytical instrumentation / equipment
- Proficient user of MS Office, in particular Word, PowerPoint and Excel
- Capable of providing technical seminars in Spanish / English.
- +8 years of experience Managing Distributors network, shaping indirect sales structure
- Experience working with EPCs is a must.
- Experience in management of distribution, and sales reps in Mexico. Experience of business development using Partners or Channels / Distribu

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