Cole-Parmer

Job Title: Manager, Channel

Reports To: Director, Channel Management

Location: Remote

Work Type: Remote

FLSA Status: Exempt

Position Summary:

The desired candidate will be effective in establishing and expanding relationships with assigned mid-tier channel partner(s) to grow sales. The individual will be responsible for creating and implementing a strategic growth plan, representing the entire range of Antylia Scientific products within their assigned channel(s). The ability to understand specific business needs, market trends, and end-customer purchasing habits, as well as communicate effectively with support functions internally is critical for success.

Key Responsibilities:

• Develop and implement channel partner strategies to increase sales and revenue; utilize market and competitor data to make informed decisions regarding channel partner strategies.
• Develop and manage relationships with channel partners to ensure optimal performance.
• Conduct regular business reviews with channel partners to identify areas for improvement and growth.
• Provide product training and support to channel partners to ensure successful positioning with end-users.
• Develop and implement marketing programs with your channel partners to deliver sales growth.
• Collaborate with internal teams to develop and launch new products through assigned channels.
• Follow up diligently on leads received from other areas of the organization.
• Review, maintain, and manage compliance with key performance indicators including, but not limited to financial performance, call planning, forecasting, and opportunity management.
• Ensure all commercial activity is actively and accurately recorded in Salesforce.com CRM including calls, meetings, in-person events, sales opportunity status updates, and other information as required.
• Achieve annual sales target.
• Operate within expense budget guidelines & policies.
• Negotiate and manage channel partner contracts and agreements.
• Ensure compliance with company policies and procedures in all channel partner activities.
• Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally.
• Create and maintain reporting on account progress, goals, and quarterly initiatives to share with internal stakeholders.
• Performs other duties as assigned.

Education:

• Bachelor’s Degree from an accredited higher learning institution in business or science related field

Experience:

• 3-5 years of channel management or related commercial/marketing experience in the life sciences industry.

Qualifications:

• Demonstrated history of consistently exceeding assigned revenue targets as well as strong negotiation and closing techniques.
• In-depth understanding of channel(s) and the markets they serve.
• Must be results oriented, assertive, and self-motivated, and possess strong organizational skills to be able to achieve goals consistently.
• Proven ability of professional selling and presentation skills to influence multiple levels at customer organizations.
• Must have excellent negotiation skills to close sales and meet gross profit targets.
• Must possess excellent interpersonal and communication skills to communicate effectively with customers, customer service, and different levels of internal and external customers.
• Strong analytical skills and intellectual ability to develop ideas, products, and solutions, and apply creative thinking, prepare a business plan, and report quantitative data.
• Thrives in a fast-paced, collaborative environment, efficiently works under pressure, within deadlines or other time essential constraints.
• Excellent communication skills, both written and verbal, to all levels of the organization.
• Strong data skills with the ability to actively manage channel partner(s) based on data-driven decisions.
• Proficient in the use of MS Office and other computer-based systems; Ability to frequently update and maintain customer data and opportunities in Salesforce.com.
• Strong work ethic and an ability to excel within a rapidly changing and growing organization.
• Ability to travel a minimum of 30%, more as needed.

Compensation & Benefits:

• Salary Range: $80k-$130k, depending on location, experience, and qualifications.
• Benefits coverage begins day 1, including the following:
  1. Medical, Dental, Vision Insurance
  2. Disability Insurance
  3. Life Insurance
  4. 401(k) company match
  5. Paid Time Off (15 days annually)
  6. Paid Holiday time (10 company-designated days)
  7. Tuition Assistance
  8. Additional benefits available with company package

This position has not been approved for Relocation Assistance.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status.

The above statements are intended to describe the general nature and level of the work being performed by people assigned to this job. They are not an exhaustive list of all the duties and responsibilities associated with it.