Channel Management:
Provide strong strategic and operational leadership to channel partners to develop opportunities for growth, assure market penetration and achieve sales objectives.Implement clear performance metrics/scorecards for our channel partners, and institute them by establishing a regular cadence of dialogue and performance reviews.Execute / ensure alignment on strategy between RSD functions (commercial teams, supply chain, finance, legal, compliance and regulatory)Promote teamwork and work collaboratively with the broader organizationLeverage standard sales tools, eg CRM, to drive commercial operational excellence.Equip Channel Partner teams with support materials to compete effectively assuring continuous channel development (organizational, product knowledge)Support in identifying credible channel partners; evaluate their eligibility against a set of established selection criteria, and support in building a plan to further optimize our go-to-market strategyProvides regular, timely feedback to line manager on business development in the local geographySupplier relationship development:
Leads a Portfolio Manager to drive sales volume in select categories with the following responsibilities:
Plan and execute strategies that include pricing, go-to-market and competitive intelligencePerformance management (metrics, KPIs), sales funnel optimization, CRMSales training and special incentivesWork in conjunction with the NA Products / Service Specialists team on the actions and strategies identifiedas necessary, in order to maintain or improve the regions performanceDefine local/regional initiatives to generate interest from current customers and to interest potential new customers to the RSD portfolioSkills & AttributesProject Management skills including establishment of new processes, change management, and monitoring/maintenance of timelinesInfluence and partner with individuals/teams within complex, global, matrix organization across a significant number of stakeholdersGood organization and time management skills, including working independently and unsupervised, able to prioritize and handle multiple tasks/projectsResourceful and results-oriented (driving to deadlines, financial targets, project goals)Take initiative through problem-solving and system thinkingFinancial acumen, interpretation and analysis skillsMust be able to travel within assigned geography frequentlyMinimum Requirements/Qualifications:
Minimum 2 years of Sales/Commercial experience, preferably with channels and/or distributors, with proven track record of over delivery and strong business acumen.Bachelors degree in Science or Business based disciplines (MS preferred)Bilingual English/Spanish with excellent communication skills in both languages, written and verbalLeads by exampleAbility to monitor, analyze and report on business performance to identify and implement corrective actions when neededAbility to build and maintain processes and proceduresAbility to generate and maintain information to provide feedback on performanceDemonstrate Thermo Fisher Scientific values Integrity, Intensity, Innovation and Involvement