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Job ID :
42122BR
Location :
Germany - Remote / Field
:
Job Description

Channel Manager Molecular Spectroscopy(w/m)

Location: Karlsruhe (Germany) or home office

Position Summary:
The function of the Channel manager is to develop business relationships with channel partners and generate new business opportunities for our Material Characterization products. The responsibility is to support distributors and customers in a group of countries without a direct sales organization for Material Characterization. The Channel Manager is responsible for evaluating, managing and developing channel partners and handling projects with new and existing customers.


Key Skills:
  • Strong commercial skills to exceed aggressive sales targets and develop relationships with distributors, dealers and customers
  • Ability to manage and develop and support channel partners in creating new and expanding existing business for Material Characterization business
  • Good application knowledge of rheology, polymer processing, and Pharma extrusion technology
  • Excellent skills to present our application solutions for Material characterization to channel partners and customers
  • Ability to develop marketing strategies and tactics and implement these on time.
  • Ability to clearly identify and interpret customer and market requirements, shape and align those requirements to Thermo Fisher Scientific capabilities and then apply Thermo Fisher Scientific solutions to the customer needs, effectively communicating these to customers and channel partners
  • Ability to tactfully discuss strategic and sensitive issues with channel partners and our factories.
  • Can lead a discussion with on both business and application matters with channel partners and customers from management level to technical specialists and scientists.
  • The ability to build and maintain excellent relationships with colleagues, channel partners and customers, driving improvements in our Customer Allegiance Scores (CAS)

Key Duties
  • Reach and outperform sales targets and define strategy and related actions to achieve these targets
  • Support and motivate our channel partners
  • Work together with the channel partners and the application group to ensure that we provide the right solution for the customers’ needs. Prepare instrument configurations and quotations.
  • Work closely together with product managements to ensure that the correct marketing actions are developed and executed in the region.
  • Network with colleagues in other Thermo Fisher Scientific divisions to identify business opportunities
  • Build and grow the opportunities pipeline together with the channel partners and maintain it in the current sales database (SalesForce)
  • Initiate and support marketing activities i.e. workshops, seminars, webinars and trade shows
  • Act as escalation point for channel partners and customers.
  • Travel within the defined geographical area, mainly in Eastern Europe, Middle East and Africa. May require overnight stays on occasions up to 50%

Qualifications:
  • Degree in a scientific discipline, preferably Materials Science, Chemistry, Physics or a related engineering degree.
  • Experience in managing or supporting channel partners.
  • Previous experience at least one filed in Material Characterization, i.e. rheology, polymer processing, pharma processing.
  • The ability to work on own initiative and to meet deadlines and targets.
  • Must be highly sales driven and have the ability to work on their own and be creative in developing strategic and tactical sales plans, and executing these in a timely fashion to deliver results.
  • Excellent communication skills in English, both written and oral.
  • Valid Driving license
  • Experience of using a sales database (SalesForce), MS Outlook and MS office suite

*IND-EMEA
*LI-KP1



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