Sr. Manager, Channel Management

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary:

Lead the Clinical Diagnostics Division (CDD) channel strategy for Thermo Fisher Scientific Inc.

Crucial Job Functions and Accountabilities:

Key Accountabilities

• Develop, refine, and successfully implement a channel strategy that positions the Clinical Diagnostics Division for sustainable growth
• Champion a commercial process that sells through partner organizations to end users
• Ensure business needs of BU and Commercial leadership are addressed and communicated with channels promptly
• Coordinate divisional leads' involvement, including support, service, and management resources, to meet channel objectives and expectations
• Collaborate closely with other functional areas within Thermo Fisher Scientific to gain support and assistance in completing channel business/market plans

Relationship Management

• Understand organizational dynamics and identify key collaborators in each channel to establish productive, professional relationships that drive growth
• Conduct high-level business reviews quarterly with key channels, involving business leadership to drive awareness and accountability
• Maintain consistent interactions with key partners to drive progress related to goals and adapt strategy/tactics when necessary
• Handle potential channel challenges 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 strategies to achieve 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, ensuring alignment with commercial execution
• Partner with CDD finance and leadership to develop and support discounting policies and framework aligned with channel strategy
• Provide monthly reporting that quantifies how lead measures are contributing to AOP performance
• Coordinate CDD activities for channels' National Sales Meetings with division leads

Minimum Requirements/Qualifications:

• Domestic travel estimated at 30% of the time, traveling to collaborate with internal teams, channel partners, and key customers
• BS degree in Sciences or Business, MBA or equivalent experience preferred
• Minimum of 5 years' experience in direct/distribution sales and/or marketing
• Strong analytical skills with the ability to draw conclusions and observations from market trends and sales data analysis
• Proven ability to plan, gain consensus, and implement a project to completion and success
• Demonstrated success in forming interdepartmental relationships
• Outstanding oral and written communication skills
• Ability to operate independently, with initiative, and sound business judgment in a matrixed environment
• Strong organizational and time management skills