Environmental Conditions Various outside weather conditions
Job Description
Job Purpose The Channel Development Manager will drive channel revenue growth, share of wallet expansion, and strategic channel effectiveness across key markets. The role will focus on managing and developing top/strategic channel partners, executing business plans in collaboration with the commercial team, strengthening partner capabilities, and ensuring sustainable, high-return channel investments
KEY RESPONSIBILITIES:
Strategic Channel Management
o Identify and manage top / strategic channel partners contributing significantly to revenue and market influence. o Develop contingency / backup channel partners to mitigate business risk and ensure continuity.
Channel Capability Development
o Act as the primary interface for assigned channel partners- understand business models, strengths, and growth aspirations to tailor capability enhancement initiatives. o Conduct structured product, application and sales training programs for partner sales teams o Facilitate regular business reviews focused on performance improvement and capability strengthening. o Align on demand forecasting, inventory planning, and working capital optimization.
Share of Wallet & Revenue Growth
o Drive share of wallet growth across existing channel partners by expanding product portfolio penetration. o Conduct regular portfolio reviews to identify cross-sell and upsell opportunities/Drive NPI growth o Drive revenue through channel field force
Financial Performance & ROCE Focus
o Evaluate channel investments based on Return on Capital Employed (ROCE) and profitability metrics. o Monitor partner ROI, credit exposure, and working capital efficiency by monitoring secondary & inventory
QUALIFICATION & EXPERIENCE
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Bachelor’s degree in science / Life Sciences / Engineering; MBA preferred.
8-10 years of B2B sales/channel management experience
Demonstrated experience managing strategic channel partners and driving structured business plans
Strong commercial, analytical, and negotiation skill.
KEY COMPETENCIES
Strong customer relationship management and interpersonal skills.
Good understanding of laboratory workflows and scientific research environments.
Excellent communication, presentation, and negotiation skills.
Ability to manage multiple product lines and position integrated solutions.
Self-driven with a strong focus on achieving sales targets.
Analytical and problem-solving mindset.
Proficiency in Microsoft Office and CRM tools (e.g., Salesforce).
Willingness to travel extensively within the assigned territory.
At Thermo Fisher Scientific, each one of our 100,000 extraordinary minds have a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer. Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status. We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!
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