Job Title : Channel and Sales Manager
Location : Adelaide preferred (or Brisbane / Sydney)
No of Direct Reports : 0
Reporting To : ANZ Sales Leader, Materials & Minerals
When you join us at Thermo Fisher Scientific, you’ll be part of a smart, driven team that shares your passion for exploration and discovery.
With revenues of more than $25 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.
About Thermo Fisher Scientific in Australia
Over 600 employees across Australia bring a wide variety of skills and expertise to deliver world-class science products and solutions.
Our manufacturing and distribution sites in Melbourne, Brisbane, Sydney, Adelaide and Perth cover a vast product portfolio including lab equipment and chemicals, life sciences, diagnostics, microbiology and analytical instruments.
We deliver science solutions to a wide range of key markets such as healthcare, diagnostics, food and agriculture, academic and research, environmental, energy, pharmaceutical, biotech, chemical, government and military.
How will you make an impact?
You will be responsible for maintaining and driving core sales of Materials and Minerals products in the Australia and New Zealand territory.
You will be responsible for serving customers and running channel partners engaged in general industrial and mining industries.
You will maintain effective customer relations, develop opportunities for growth within an existing customer base, and assure market penetration while achieving sales and profit objectives.
What will you do?
Develop and Execute channel partner management program
Manage and cultivate Channel Partners
Proactively recruits new qualifying partners.
Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Develop and execute a business plan and sales strategies to achieve sales goals.
Interface professionally via telephone and digital communication tools as well as face to face visits when necessary, to maintain business with existing accounts, grow incremental business in existing accounts, and penetrate new accounts.
Establish and develop relationships with various internal and external stakeholders to cultivate customer loyalty and allegiance.
Manage assigned strategic key accounts
Develop new / alternative markets for the Bulk Equipment product line
Disciplined use of CRM system and other reporting for proper territory management.
Maintain a pipeline of opportunities to meet or exceed sales objectives.
Work to drive specific product sales and actively promote core products and value added services.
Utilise available resources and develop strong internal relationships with support functions (including finance, contracts, technical support, sales support, customer care, operations, projects, product management, and marketing) to support assigned customers.
Active face to face participation in regular projects-, operations-, and engineering meetings (amongst others).
Leverage marketing programs to support sales achievement and territory penetration.
Manage pricing within territory to optimise profitability.
Utilise sales data to improve sales efficiency and capture greatest ROI.
Constantly strive to improve selling skills, product, industry and competitive market knowledge.
Actively participate in collaboration forums to share market trend insights, competitor intelligence, and customer feedback.
How will you get here?
Bachelor’s degree or diploma in marketing, business management, metallurgy, or process control disciplines.
Previous work experience in channel partner management
Previous work experience in a commercial environment, preferably sales experience.
Experience growing new and existing business
Computer proficiency in MS Office, Excel, PowerPoint and the Internet along with use of
Experience with virtual tools such as MS Teams, Webex; Zoom etc.
Knowledge, Skills, Abilities
Highly motivated and competitive; ambitious for a successful sales career.
Confident personality, able to effectively engage with customers.
Strong interpersonal, oral and written communication and presentation skills.
Must possess the leadership and organisational skills to multi-task and meet deadlines as needed
Ability to quickly learn and grasp technical concepts.
Ability to work both independently and in a team environment.
Demonstrate a proactive work approach and ability to self-manage.
Demonstrated willingness to develop professional selling skills.
Will have the flexibility to travel 0-30% of their time to form relationships with key stakeholders at larger accounts.
At Thermo Fisher Scientific, each one of our 75,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission enabling our customers to make the world healthier, cleaner and safer.