Channel Development Manager - Life Sciences at Beckman Coulter

Job Description:

We are currently seeking a Channel Development Manager for ROSA region, who will be responsible for winning, maintaining, and expanding relationships with assigned Channel Partners and customer accounts. The Channel Development Manager is responsible for achieving sales, profitability, and partner recruitment objectives by implementing Channel Partner Tool Kit and standard work.

The Channel Manager represents the Life Sciences range of company products and services (including but not limited to CHC (Centrifugation and Cell Health, flow cytometry, liquid handling, and Genomics, Biomanufacturing and QC) to assigned partners though may focus on a specific solution or product set if focused on a partner vertical market.

In this role, you will be responsible for:

• Establishes productive, professional relationships with key personnel in assigned Channel Partner and end user customer accounts.
• Coordinates the involvement of company personnel, including support, service, applications, hotline, finance, and internal sales resources in order to meet performance objectives and sales targets.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned markets.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Sells through partner organizations and directly to end users where required in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Monitor competitor activity in assigned markets.
• Proactively recruits new qualifying partners as required.

The required qualifications for the job include:

• Demonstrated experience in managing customer and dealer/partner relationships and making presentations to all level managers with Channel Partners and key customers.
• Ability to influence key stakeholders at Channel Partners, customers and internally with other functions.
• Excellent written and verbal communication and presentation skills
• Excellent interpersonal skills, enthusiasm, and a self-motivated personality, who enjoys working on their own as well as part of a team.
• 3-year science degree/diploma or equivalent.
• 3 years sales experience preferably in a multi-level sales environment.
• PC proficiency including excellent working knowledge of MS Office suite.

Accountabilities and Performance Measures:

• Achieves assigned sales quota in designated Channel Partner accounts, markets, and end user accounts.
• Meets assigned expectations for profitability.
• Quarterly Business Review outputs and execution
• Responsible for updates and maintaining Salesforce.com database of contacts, accounts, leads and opportunities by the channel partners.
• Completes partner account plans that meet company standards.
• Partner funnel management
• Responsible for the training of the channel partners to use the developed tools like CPQ – Seismic – SFDC etc.
• Completes required training and development objectives within the assigned time frame.
• This position requires travel 65% of the time.

At Beckman Coulter Life Sciences we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Life Sciences can provide.

ORGANIZATIONAL ALIGNMENT

• Reports to the Global Life Science CP Manager
• Works closely with the Africa Sales Manager and the PL managers
• Works closely with the other CP managers in Africa to align strategy and collaborations.
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with partner and end-user customer management as appropriate.
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.