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Job Description

Company Information

Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of more than $20 billion and approximately 65,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics, deliver medicines to market and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.

Job Description

Job Title: Channel and Business Development Manager EMEA
Reports To: Director Sales and Marketing EMEA
Group/Division: Specialty Diagnostics Group/Anatomical Pathology
Career Band: 7
Job Track: Professional
Position Location:
Number of Direct Reports: 0

Position Summary: The Manager – Channel and Business Development, EMEA is responsible for the development of the Anatomical Pathology business through key channel partners in EMEA. This key role acts as the communication interface between the key commercial functions of the channel partners and the various commercial and operational functions of the Anatomical Pathology business unit. They define and drive go to market strategies, marketing and commercial initiatives between the APD business and the channel partners, ensuring alignment of these initiatives with the overarching objectives of the business. The Manager – Channel and Business Development, EMEA works with the Marketing organization and Commercial leadership to create, detail and execute new product launches through the channel partners. Furthermore, the Manager – Channel and Business Development, EMEA proactively identifies new business development opportunities to expand AP business in existing channels or build business in new market segments or product categories.

  • Identification and realization of product growth opportunities within the channel partners to maximize APD share of wallet with the channel partners
  • Definition and execution of channel strategy incl. optimization of go to market strategy • Ownership of legal contracts/distribution agreement with distributors
  • Responsible for the communication between APD and channel partners as “communication hub” within the organization
  • Develops business growth plans and initiatives through the channel partners, ensuring alignment across the various AP business functions; executes plans and initiatives by working closely with the Channel Partner commercial team and establishing monitoring systems to track success
  • Development of business cases for new business development, obtains alignment between the Finance, Marketing and Commercial leadership and executes plans to realize growth opportunities
  • Analysis and evaluation of competitive position of product line within the channel partners
  • Identification, assessment and development of new channel partners
  • Leadership of growth initiatives and teams for business growth and expansion through channel partners
  • Works closely with the commercial marketing teams and Sales leadership to develop accurate market data and competitive positions
  • Works closely with key commercial leaders of channel partners to ensure focus, execution and performance of AP business through channel partners
  • Represents AP at key channel partner meetings

Desired Competencies:
  • Analytical, organized with ability to synthesize issues to their salient points
  • Business acumen to articulate and achieve a clear vision and goals
  • Highly organized with ability to deal with multiple conflicting requests and able to set clear priorities.
  • Ability to deal with ambiguity
  • A creative, resourceful and tenacious problem-solver and solution finder
  • Enjoys dealing with people and is able to communicate effectively and concisely at all levels and across geographic and functional boundaries
  • Excellent communications and interpersonal skills.
  • Self-managing and self-motivating, consistently exceeds expectations
  • Capable of working across geographical regions taking consideration of differences in local business practices and culture
  • A clear enthusiasm for the role and strong desire to continuously develop and improve own and business performance
  • High energy level with ability to embrace and excel at ThermoFisher Scientific Values
  • Strong influencing skills - ability to influence a range of stakeholders in diverse functions and organizational levels
  • Must possess excellent verbal and written English communications

Minimum Requirements/Qualifications:
  • Bachelors Degree, MBA desired
  • Proven experience in marketing or sales within the healthcare, diagnostics or medical capital products industry
  • Previous commercial Channel Management (Marketing or Sales) experience in the pathology segment is desirable
  • Possesses excellent communication and presentation skills
  • Proven presentation and communication skills are required
  • Strong analytical and organizational skills are required
  • Must be a motivated, enthusiastic self-starter able to work effectively in a team environment and independently
  • Demonstrates deep understanding of customers’ business that results in win-win solutions. Demonstrates personal and professional leadership
  • Must be willing to travel 50% of time

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.
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