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ThermoFisher Scientific Sr Manager, Channel Management in Wilmington, North Carolina

Job Description

Position Summary:

This commercial leadership role is responsible for developing the Clinical Diagnostics Division (CDD) channel strategy and driving growth through all North American channels. Internally, this entails working with CDD sales, marketing, operations, and leadership teams to identify and implement high impact product category and field based initiatives. Externally, this entails partnering with a network of Channel Partners to develop mutually beneficial partnerships, as well as finding opportunities for channel expansion where impactful. The position will have responsibility for the growth of CDD products and services through all channels, and will leverage activities in new product launches, industry segment strategies, and field collaboration.

Crucial Job Functions and Accountabilities:

Key Accountabilities

  • Develop, refine, and implement channel strategy that positions CDD to increase market opportunity through balanced and sustainable growth

  • Foster a commercial process that sells through partner organizations to end users

  • Ensure BU and Commercial leadership business needs are addressed and communicated with channels in a timely manner

  • Coordinate the involvement of divisional leads, including support, service, and management resources, in order to meet channel objectives and expectations

  • Supervise market dynamics and understand competitors for CDD

  • Work closely with other functional areas within Thermo Fisher Scientific to collaborate, gain support and assistance in execution of channel business/market plans

Relationship Management

  • Understand organizational dynamics and identify key collaborators in each channel to establish productive, professional relationships to drive growth

  • Conduct high level business reviews quarterly with key channels, coordinating involvement with business leadership to drive awareness and accountability

  • Be a great partner with current channels and find opportunities for portfolio expansion

  • Maintain consistent interactions with key partners, to drive progress related to goals and adapt strategy/tactics when vital

  • Handle potential channel conflict with other sales channels by encouraging excellent communication internally and externally, and through strict adherence to channel rules of engagement


  • Proactively lead a joint planning process that develops mutual performance objectives and financial targets associated with a productive channel relationship

  • Develop channel business plans to identify key areas of growth potential and strategy to gain both short and long term growth

  • Actively participate in the AOP development and establish achievable growth targets

  • develop the annual channel marketing plan that supports growth initiatives, establish plan to align with commercial execution

  • Partner with CDD finance and leadership to develop and support discounting policies and framework which align with channel strategy

  • Provide monthly reporting which quantifies how lead measures are leading to AOP performance

  • Partner with division leads to coordinate CDD activities for channels’ National Sales Meetings

Minimum Requirements/Qualifications:

  • BS degree in Sciences or Business, MBA preferred

  • Proven experience in industry or related field with growing responsibilities

  • Experience in direct/distribution sales and/or marketing (5 years minimum)

  • Strong analytical skills and ability to draw conclusions and observations from market trends and sales data analysis

  • Ability to plan, gain consensus and implement a project to completion and success

  • Domestic travel estimated at 30% of time, traveling to collaborate with internal teams, channel partners, and key customers

  • Proven success in forming interdepartmental relationships

  • Proven excellence in oral and written communication skills

  • Ability to operate independently, with initiative, and good business judgment in a matrixed environment

  • Strong organizational and time management skills

  • Experience within company or other Life Science competitor

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.