Regional Channel Partner Manager Middle East

3 weeks ago

Dubai, United Arab Emirates Thermo Fisher Scientific Full time

As Channel Manager for the Clinical Diagnostics Division you will have commercial responsibility for driving go-to-market evolution and sales growth across CDD in UAE, Bahrain, Qatar, Kuwait, Oman, Jordan, Iraq & Yemen to achieve the assigned quota and gain sustained growth through go-to-market changes, product coverage, focus and product preference.

**Essential tasks, responsibilities and authorizations**

Channel partner management:

- Develop and execute strategic and tactical marketing and sales plans (i.e. AOP) to drive CDD revenue and profits through increased GTM and market share.
- Achieve sustained growth in sales by developing sales channels and together with the team furthering relationships with existing Channel Partners.
- Conduct regularly scheduled business reviews for assigned Channel partners, identify and act on opportunities with every account.
- Review, maintain and manage compliance to key performance indicators to include, but not limited to, sales performance and opportunity management and follow up.
- Manage MBR and QBR processes, provide regular forecasts relevant to the territory and make sure the SFDC CRM tool is adequately updated.
- Manage contract renewals and assign local targets for Channel Partners.
- Communicate customer and market needs from the assigned territory to the CDD/SDG business units, including regional regulatory and legal needs and priorities.

As a leader you will:

- Coordinate and implement business strategies to achieve revenue budgets.
- Identify and satisfy customer requirements and meet the needs of valued business opportunities.
- Work with the MENA team to identify areas for continuous improvement and prioritize and focus on the right tasks.
- Establish market intelligence collation to support growth and long-term sales strategies.
- Continually measure personal success against regional sales plans making the necessary challenges, interventions and decisions to successfully deliver, or exceed plan expectations.
- Comply with all Company procedures and policies.
- Attend all necessary and mandatory company trainings

How will you get here?

To be successful in the role you should have:

- University degree preferably MSc in Life Science, Biology or Biomedical Sciences.
- Minimum 10 years of international distributor, commercial and direct sales management experience within IVD industry with minimum 5 years of proven success as sales team leader/ manager; diagnostics essential.
- In depth knowledge of clinical chemistry, quality control and drug testing essential
- Strong business acumen and a demonstrated ability to develop and maintain professional and personal relationships with key business partners and customers
- Excellent organizational/team-work skills and exceptional time management skills.
- Excellent communication and presentation skills.
- Strategic selling, negotiating, and project management skills.
- An ability to deliver a comprehensive value proposition to meet customer needs which includes all relative components of the company’s capabilities.
- Outgoing and confident personality, able to effectively engage with customers across a range of settings including one-to-one meetings, exhibitions and formal presentations, across all sectors in which we operate.
- Ability to operate within matrix environment and work effectively with multiple stakeholders managing both competing requirements and concurrent project activity. Strong stakeholder management competency to maintain priorities and meet established deadlines.
- Strong team building skills and proven ability to work with a diverse group of people
- Ability to develop high levels of credibility and forge solid and positive professional relationships with subordinates, peers, and upper management
- Strong work-ethic with commitment to continuous learning, career progression and development and seeking opportunities to stretch capabilities.
- Demonstrate 4-I values (integrity, intensity, innovation and involvement).
- Effectively perform duties while acting at all times in accordance with the Dignity at Work Policy, Code of Business Conduct and Ethics and our values of Integrity, Intensity, Innovation and Involvement.
- Fluency in oral and written Arabic and English essential.
- Proficient with Word, Excel and PowerPoint is a must, Salesforce automation software (CRM) necessary.

**Travel Requirement**
- Position requires approximately 70% of time spent travelling within territory

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