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Channel Manager III

hace 4 meses

Mexico City Thermo Fisher Scientific A tiempo completo
: Oversee current sales channels and actively seek out and cultivate new channels to expand market reach. Achieve defined sales targets for the territory while preserving acceptable price levels and mitigating risks for the company. Drive direct sales efforts while collaborating with representatives and distributors to improve results and cultivate long-term relationships. Understand customer processes and needs to recommend the best solution, ensuring timely response, cost knowledge, and schedule awareness. Ensure Thermo Fisher Scientific customers receive exceptional post-sales support by closely monitoring distributor service levels and user satisfaction. Optimize productivity and minimize costs by effectively managing time, activities, and expenses. Responsible for creating monthly sales forecast reports, gathering market intelligence, and tracking competitor movements. Update customer information and manage the sales pipeline using the CRM system (SalesForce). Identify and uncover opportunities in the target market region to surpass sales goals and objectives. Assist in coordinating and supporting sales campaigns while contributing to the development of marketing materials. Develop targeted account management strategies with key clients to enhance loyalty and achieve sustainable outcomes in the long run. Involve application specialists or product marketing resources in the pre-sales process to ensure the appropriate solution meets customer expectations. Collaborate with sales support functions (Customer Service, Sales Operations, Engineering, and Finance) to ensure smooth order placement processes. Monitor and support compliance with pricing discount matrices, evaluation of standard terms and conditions, and compliance policies. Assist the finance team in payment collection when necessary. Implement a strong and efficient channel management model that includes a dashboard highlighting important performance indicators.

Requirements:

Bachelor's degree in Engineering (preferably Mining or Environmental) or Science, or equivalent experience. Equivalent experience in lieu of an MBA is a plus. Advanced English language skills. Portuguese is a plus. Knowledge of the Mining, Cement, Power Generation, and Oil & Gas industries would be a significant differentiator. Experience working with CRM systems, preferably Proficiency in PC skills, including MS Office and Outlook. Leadership skills, building relationships based on education and ethical principles, focused on results, time management, and decision-making. Skills in managing commercial operations, implementing the sales strategy, and making informed sales decisions. Channel management skills, becoming a consultant to our channels, providing guidance on sales opportunities, and supporting commercial negotiations. Technical knowledge, understanding and studying the product and technology to better support our customers. Strong analytical skills and the ability to draw conclusions and observations from market trends and competitors. Enjoyment and passion for the role.

Experience:

Availability to travel 50% to 70% of the time. Proven experience in managing sales channels for the industry. Experience in selling industrial solutions for the Mining and/or Environmental markets. Experience in developing business using channels (representatives and/or distributors) to provide customer solutions. Ability to deliver classes and participate in technical seminars in English. Negotiation skills to close deals and convert them into purchase orders. Experience working with Engineering, Procurement, and Construction (EPC) companies is a significant differentiator.