Channel Manager

4 months ago

Shah Alam, Malaysia Thermo Fisher Scientific Full time

**Location/Division Specific Information**

Based in Shah Alam, Selangor - Research and Safety Market Division (RSD)

**How will you Make an Impact**

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them.

**Position Summary**

The Channel Manager is responsible to achieve and exceed sales and financial targets through effective management of indirect/direct sales channels, as well as working with various stakeholders to obtain the desired results in RSD MY and ROSEA (Rest of Asia).

The Channel Manager has an in-depth understanding of the market and the customers within the territory and is committed to deliver the targets and the achievement of growth. This position should establish goals and objectives, measure performance, manage channel partners and analyze potential for improvement. The Channel Manager will also directly manage and grow lab equipment/apparatus/ consumables/chemicals and selected private-labelled (Fisherbrand and LabServ) products and other product categories in Malaysia and ROSEA.

**Responsibilities**
- Develop and execute commercial goal, aligned with division and corporate.
- Implement and manage an optimal sales organization.
- Expand the business with distributors, dealers, direct customers and other legitimate business entities within the assigned territories.
- Supervises & coaches channel partners and/or direct sales. Establishes all necessary activities to ensure the success of the organization.
- Supports the annual strategic planning process (development and execution).
- Regularly communicates the status of its distributors/sales organization and current market condition to leadership.
- Lead and manage JICA projects, ensuring sourcing, meeting technical requirements, compliance to all documentations for import and export, profitability & meeting deadlines.
- Provides accurate and timely forecasts. Leverage ERP reports, SFDC tools and data analytics to improve overall forecasting accuracy.
- For products under direct management, liaising with factory or the vendor’s team on promotion, forecasting, sampling, report, price negotiation, inventory planning, technical issues and solutions.
- Analyses product performance, competitive & market development, and recommends changes to business plan according to the analysis.
- Ensure achievement of sales targets on a monthly, quarterly and yearly basis. Deliver on growth targets for the region.
- Visits customers regularly to promote strategic relationships and to identify new business opportunities.
- Drives efficient business processes to achieve customer satisfaction, customer-centric focus and deliver high quality business solutions.
- Proactively works with other functions to drive efficient pre/post sales support for our customers.
- Ensures that all activities are carried out in accordance with Thermo Fisher Scientific policies and applicable laws.
- Work with Product Management & Marketing to develop product strategies for Channel & ROSEA Businesses, including but not limited to identify most suitable products to be introduced in the market,
- Work with support teams, including but not limited to Warehouse/Distribution & Transportation, IT & IM, Finance and Human Resource teams to develop and ensure effective business support practices and strategies
- Work directly with Integrated Marketing & Product Management Teams to develop and execute most effective marketing strategies for the market.
- Leveraging teamwork with colleagues from other commercial teams in Fisher Scientific Malaysia & Thermo Fisher Scientific to develop new markets and opportunities for the territories assigned.
- Leading and plan for marketing activities such as seminar/webinar/promotions for channel business department
- Providing training and guidance to account managers, including but not limited to visiting customers, resolving problems, encourage innovation and motivation
- Ensure all businesses done in the region and channels are in accordance with company guidelines and obtain all relevant qualifications including but not limited to FCPA agreements & GTC compliances, distribution agreements, confidential and secrecy agreements that will ensure company interests and in accordance with existing governments’ guidelines including but not limited to MDA requirements, of the countries in which businesses are conducted.

**Education**

Minimum a bachelor's degree in a related science and may have an advanced degree, certification or additional professional training.

**Experience**
- Typically requires 5+ ye

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