Global Channel Partner Manager - Indirect Sales

at  Laetus

Laetus stands for counterfeit protection, product traceability and camera-based Vision Inspection Systems worldwide. The service portfolio ranges from code scanners and camera systems to turnkey track-and-trace and vision solutions.
With 50 years of experience in hardware and software development, we serve a broad market and offer solutions primarily for the pharmaceutical, cosmetics, food and FMCG industries.
As a classic medium-sized company, we combine a family atmosphere with an international, highly technical environment. Since 2023, Laetus has been part of Alltec Angewandte Laserlicht Technologie GmbH and is therefore part of the listed VERALTO Corporation with over 16,000 employees worldwide.
For our location in Alsbach-Hähnlein near Darmstadt we are looking for an International Channel Partner Manager (m/f/d)
The job offers a great opportunity to dive deeper into a sales-related role within Laetus: It is a self-organized role which requires a good technical overview, a good commercial acumen as well as a strong interest in building strong relationships to our partners and customers globally. You will be supported by a highly skilled technical team, Marketing and your Management to succeed.

Target

• Be the one Point of Sales for our international Channel Partners,
• Support requests from countries with no direct sales organization,
• Reach your agreed Sales targets – generate Sales Growth with Channel Partners in the defined regions.

Tasks

• Proactively nurture existing CP’s by organizing frequent calls to discuss open opportunities, funnel size and shape, activities, etc.,
• Organize meetings or visit customers together with CP (expectation: minimum once a year/ CP),
• Own monthly/ quarterly forecast for the region based on your funnel and represent the CP funnel in internal funnel calls with Sales Manager,
• Initiate counter measures if CP is not on course/ not active enough (in discussion w/ Head of Sales if required),
• Write quotes for CP’s and support them to win deals in their territory,
• Write quotes to customers in territories where no direct sales organization (opportunistic business)
• On the long run: search for new CP’s in dedicated areas if required,
• Help organizing the commission process to CP’s (this process is currently not established completely) ,
• Manage Veralto framework for CP compliance (CPTK for new CPs, Compliance process once a year/ every two years for existing CPs),
• Align VI CP activities with local VJ entities where applicable as long as the current structure is maintained,
• Together with VI Marketing: Develop ideas how to foster CP activities and improve bonding to our organization (newsletters, trainings, meetings,…).

Requirements

• Good technical understanding of soft & hardware-based solutions,
• Minimum 2-3 years of sales experience in B2B technical sales,
• Technical or commercial education preferred,
• Earlier touchpoints with pharmaceutical production processes would be a plus,
• Buiness language is English, additional languages are a plus,
• The success of this role is a team effort - so you should be interested in working in a team.

Travel time

• First 6 months being present in Alsbach would be required, after the onboarding this job could be done remotely with frequent visits in the HQ,
• Managing Channel Partners globally would require 8-10 weeks of travelling per year with a duration of 4-5 working days in a row.

Support

• Onboarding phase with frequent meetings and alignments to discuss priorities, processes and strategy,
• Onboarding on Channel Partner Toolkit (Veralto) and all compliance topics,
• Frequently held funnel & forecast calls with your supervisor.

Our offer

• Permanent employment contract with company Alltec Angewandte Laserlicht Technologie GmbH
• 30 days vacation p.a.; additional vacation possible
• Employee benefits (40,- Euro gross p. month or benefit in kind)
• Flexible working hours / home office / mobile working from DE
• Company pension scheme (bAV)
• Contribution to computer eye glasses
• Paid leave in case of illness of the child
• Accident and foreign travel health insurance
• Employee referral bonus
• Special bonus payments for special events
• Time off for medical appointments each month
• Time off for various special cases
• Corporate benefits (discounts for shopping from various providers)
• Health event (via Techniker Krankenkasse /health insurance company)

At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
If you’ve ever wondered what’s within you, there’s no better time to find out

• Proactively nurture existing CP’s by organizing frequent calls to discuss open opportunities, funnel size and shape, activities, etc.,
• Organize meetings or visit customers together with CP (expectation: minimum once a year/ CP),
• Own monthly/ quarterly forecast for the region based on your funnel and represent the CP funnel in internal funnel calls with Sales Manager,
• Initiate counter measures if CP is not on course/ not active enough (in discussion w/ Head of Sales if required),
• Write quotes for CP’s and support them to win deals in their territory,
• Write quotes to customers in territories where no direct sales organization (opportunistic business)
• On the long run: search for new CP’s in dedicated areas if required,
• Help organizing the commission process to CP’s (this process is currently not established completely) ,
• Manage Veralto framework for CP compliance (CPTK for new CPs, Compliance process once a year/ every two years for existing CPs),
• Align VI CP activities with local VJ entities where applicable as long as the current structure is maintained,
• Together with VI Marketing: Develop ideas how to foster CP activities and improve bonding to our organization (newsletters, trainings, meetings,…)