Channel Partner Manager - Specialty Diagnostics Division at Thermo Fisher Scientific

Group/Division

Specialty Diagnostics Group (SDG)

Position Location:

Flexible including Johannesburg or / Kenya / Morocco / Ivory Coast

Position Summary

This role is a mid to senior level position within the SSA organization, responsible for the Channel Development of the Specialty Diagnostics Group (SDG) product portfolio in the Rest of Africa region (excluding RSA & BNLS), with emphasis on implementation of commercial strategy and marketing tactics with the channel partners across the markets. The objective is to drive efficient commercial execution.

This role is to support, coordinate and align the execution of the commercial strategy and tactics with the channel partners in the region in close cooperation with the local Divisional Leads or sales team, Divisional EMEA Commercial Marketing and Channel Management. This execution is instrumental to achieve regional sales and market share objectives for the SDG products. A key element of the role is to align and implement the distribution strategy and focus on the existing channel and market segments, regional and specific customer opportunities in the region, allowing Divisions to support in the capture on those opportunities that offer the highest sustainable, profitable sales growth. The role requires close cooperation and team approach along with the local SDG, Divisional Leads or sales & marketing teams.

Ability to monitor, analyze and report on business performance on a routine basis is essential.

Product range: All SDG portfolio

Key Responsibilities

• Responsible for delivering regional revenue, profitability and market share growth objectives.
• Identifies, assesses and makes recommendations for channel partners selection and the mix for all and each of the assigned markets
• Supports the regional channel network with training, customer visits, local marketing events (exhibitions, table top shows); helps the channel partner to select the correct product from the SDG range and helps the channel to close new business
• Looks actively for new business opportunities providing growth to SDG portfolio; manages and monitors the project pipeline
• Identifies & communicates required Divisional or Marketing support (Product Specialists, Sales Specialists, and Application Specialists) required to drive business in-country to Divisional Leads or Sales Managers & Marketing
• Connects with counterparts in sister Groups to drive synergies across Thermo Fisher Scientific within the territory
• Helps to develop the tactics, and drives flawless execution with the channel partners, that is most relevant to the implementation of the EMEA commercial strategy, as well as global product strategies, to accomplish revenue and growth targets.
• Supports and facilitates sales and marketing strategies within the channel partners across the markets.
• Works closely with Divisional Leads or sales teams to identify market and customer opportunities in order to maximize market share and revenue growth.
• Defines and works closely with Divisional Leads, Sales Teams and Marketing how to drive execution of strategy and tactics to achieve business objectives.
• Supports the definition of core competency requirements of distributor sales teams and works with Divisions Leads, sales leaders to ensure appropriate distribution of competencies to facilitate growth.
• Supports, in cooperation with Marketing Communications (Marcom), the implementation of promotional tactics and establishment of metrics to assess performance of each promotional program.
• Coordinates with Customer Service to ensure back office customer support competencies and processes are aligned to meet customer needs, and CAS standards are met.
• Works with Commercial Marketing to define regional trade show strategies including national, local channel partner and One Thermo activities.
• Travel estimated at 50% of time, independently to customer sites, trade shows, exhibitions, road shows, seminars, channel partner and sales organization meetings.

Minimum Requirements/Qualifications:

• BCom or BSc degree in Science-related discipline, Business or Marketing.

Other Hiring Criteria:

• Must have a passion for laboratory consumables and equipment products and the associated markets.
• Minimum 5 years’ experience in industry, academia, or related field with progressively increasing responsibilities.
• Minimum 3 years’ experience in a sales or marketing position in industry, academia, or related field
• Demonstrated excellence in English and preferably also French.
• Demonstrated excellence in sales (5 years minimum).
• Strong analytical skills and the ability to draw conclusions and observations from market trends and unit analysis.
• Demonstrated success in forming inter-departmental relationships.
• Demonstrated excellence in oral and written communications skills.
• Demonstrated ability to operate independently, with initiative, and good business judgment.
• Strong organizational and time management skills.
• Experience within a life science environment preferred