As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
DESCRIPTION:
The Channel Development Manager will drive channel revenue growth, share of wallet expansion, and strategic channel effectiveness across key markets. The role will focus on managing and developing top/strategic channel partners, executing business plans in collaboration with the commercial team, strengthening partner capabilities, and ensuring sustainable, high-return channel investments
REQUIREMENTS:
Bachelor’s degree in science / Life Sciences / Engineering; MBA preferred.
8-10 years of B2B sales/channel management experience
Demonstrated experience managing strategic channel partners and driving structured business plans
Strong commercial, analytical, and negotiation skill.
Key Responsibilities
Strategic Channel Management
Identify and manage top / strategic channel partners contributing significantly to revenue and market influence.
Develop contingency / backup channel partners to mitigate business risk and ensure continuity.
2. Channel Capability Development
Act as the primary interface for assigned channel partners- understand business models, strengths, and growth aspirations to tailor capability enhancement initiatives.
Conduct structured product, application and sales training programs for partner sales teams
Facilitate regular business reviews focused on performance improvement and capability strengthening.
Align on demand forecasting, inventory planning, and working capital optimization.
3. Share of Wallet & Revenue Growth
Drive share of wallet growth across existing channel partners by expanding product portfolio penetration.
Conduct regular portfolio reviews to identify cross-sell and upsell opportunities/Drive NPI growth
Drive revenue through channel field force
4. Financial Performance & ROCE Focus
Evaluate channel investments based on Return on Capital Employed (ROCE) and profitability metrics.
Monitor partner ROI, credit exposure, and working capital efficiency by monitoring secondary & inventory