Channel Manager - (Insumos de Laboratorio)

at  Thermo Fisher Scientific

POSITION SUMMARY

The Channel Manager III is a sales role within Thermo Fisher Scientific Inc., a world-class company in the Research & Safety Division (RSD). As the Channel Manager, you will be responsible for channel development, supplier relationship management, and VMI management for key accounts. By efficiently implementing sales strategies and building strong partnerships, you will strengthen the RSD market presence and accelerate growth in the assigned geographies.
How will you make an impact?
In this role, you will play a crucial part in achieving sales targets and market share objectives for our business units’ product lines in Mexico. Reporting to the Commercial Manager, you will provide commercial and technical sales support for our indirect channel networks, ensuring that sales targets are met and exceeded.

SKILLS & ATTRIBUTES

To excel in this role, you should possess the following skills and attributes:

• Hard-working project management abilities, including the capacity to create new procedures, facilitate progress, and efficiently handle schedules.
• The ability to influence and partner with individuals and teams within a sophisticated, global, matrix organization.
• Excellent organization and time management skills, with the ability to work independently, prioritize tasks, and handle multiple projects simultaneously.
• Consistently demonstrates resourcefulness and a proactive approach, consistently aiming to meet deadlines, financial targets, and project goals.
• Proactive problem-solving skills and a systems thinking approach.
• Financial competence, with the ability to interpret and analyze financial data.
• Willingness to travel frequently within the assigned geography.

EDUCATION & KNOWLEDGE

To be successful in this role, you should have:

• Bachelor’s degree in a technical field, such as Chemistry, Engineering, Biology, or Administration, or equivalent experience.
• Proficiency in both English and Spanish.
• Knowledge of the pharmaceutical and chemical markets.
• Experience using a CRM, preferably Salesforce.com.
• Proficiency in MS Office, particularly Word, PowerPoint, and Excel.

MINIMUM REQUIREMENTS/QUALIFICATIONS

To be considered for this position, you must meet the following requirements:

• Minimum of 5+ years of sales/commercial experience, preferably with channels and distributors, with a proven track record of over-delivery.
• Bachelor’s degree in Science or Business-related subject areas or equivalent experience (MS preferred).
• Bilingual in English and Spanish, with excellent communication skills in both languages, both written and verbal.
• Strong leadership skills, leading by example and effectively supervising, analyzing, and reporting on business performance.
• Ability to build and maintain processes and procedures.
• Demonstrated adherence to Thermo Fisher Scientific values: Integrity, Intensity, Innovation, and Involvement.

At Thermo Fisher Scientific Inc., we strive for excellence and are committed to fostering an inclusive and collaborative work environment. Join our team and be part of a world-class organization where your skills and intelligence will make a significant impact. Together, we will successfully implement sales strategies, compete in the market, and achieve our ambitious goals

KEY RESPONSIBILITIES

• Provide strong strategic and operational leadership to channel partners, fostering growth opportunities, market penetration, and the achievement of sales objectives.
• Implement clear performance metrics and scorecards for our channel partners, establishing regular reviews to track progress and identify areas for improvement.
• Work collaboratively with various RSD functions, including commercial teams, supply chain, finance, legal, compliance, and regulatory, to ensure alignment on strategy.
• Promote teamwork and collaboration within the broader organization to drive a culture of success.
• Use commonly used sales tools, such as CRM, to enhance commercial operational efficiency.
• Equip Channel Partner teams with support materials and resources, enabling them to challenge the competition and continuously develop their channels effectively.
• Support the identification and selection of credible channel partners, evaluating their eligibility against established criteria and developing plans to optimize our go-to-market strategy.
• Provide regular and timely feedback to your line manager on business development within the local geography.

As a Channel Manager, you will also lead a Portfolio Manager to drive sales volume in select categories. Your responsibilities will include:

• Planning and implementing strategies for pricing, go-to-market, and competitive intelligence.
• Managing performance, including tracking metrics, optimizing sales funnel, and effectively using CRM software.
• Providing sales training and implementing special incentives to motivate and engage the team.
• Working closely with the NA Products/Service Specialists team to identify and implement necessary actions and strategies to enhance or maintain the region’s performance.
• Defining local and regional initiatives to generate interest from current customers and attract potential new customers

To excel in this role, you should possess the following skills and attributes:

• Hard-working project management abilities, including the capacity to create new procedures, facilitate progress, and efficiently handle schedules.
• The ability to influence and partner with individuals and teams within a sophisticated, global, matrix organization.
• Excellent organization and time management skills, with the ability to work independently, prioritize tasks, and handle multiple projects simultaneously.
• Consistently demonstrates resourcefulness and a proactive approach, consistently aiming to meet deadlines, financial targets, and project goals.
• Proactive problem-solving skills and a systems thinking approach.
• Financial competence, with the ability to interpret and analyze financial data.
• Willingness to travel frequently within the assigned geography

To be successful in this role, you should have:

• Bachelor’s degree in a technical field, such as Chemistry, Engineering, Biology, or Administration, or equivalent experience.
• Proficiency in both English and Spanish.
• Knowledge of the pharmaceutical and chemical markets.
• Experience using a CRM, preferably Salesforce.com.
• Proficiency in MS Office, particularly Word, PowerPoint, and Excel