Romania, Georgia, Kosovo, Belarus, Hungary, Czechia, Moldova, Montenegro, Ukraine, Russia (no business in this country) and Slovakia
Located in Germany
SUMMARY OF JOB DESCRIPTION
The Channel and key account manager need to develop, implement, and improve the Channel strategy in the assigned region. This includes identifying, developing, and evaluating Distributors, OEM (Original equipment manufacturers), VAR (value added reseller) and/or agents within the assigned region. The channel partner manager will also help onboarding new Distributors, OEM, VARS, Agents as well as managing and expanding key accounts.
In addition, the Channel Manager should maintain and expands relationships with existing channel partners (different types) as well as key accounts.
The Channel Manager must create strategies and objectives for building brand and increase our market share.
The Channel Manager needs to achieve the assigned sales objectives in a profitable way.
The Channel Manager represents the entire range of Mesa’s Sterilization and Disinfection Control products and services in all activities related to supporting channel partners.
The channel partner will manage between 4 to 6 key accounts. The key accounts will be defined by Senior Manager global channel organization.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Core duties and responsibilities include the following. Other duties may be assigned.
- Sets short-term and long-term channel sales strategies and evaluates effectiveness of current programs.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Establishes productive, professional relationships with key stakeholders in partner accounts.
- Proactively leads a joint partner planning process that develops mutual performance objectives such as Forecast and QBR (quarterly business review), financial targets, and critical milestones associated with meeting their year objectives.
- Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
- Drives marketing, leads management, and end user sales strategies to drive Mesa Labs brand value and market share growth with our Channel Partners.
- Analyzes Territory and identifies coverage improvement opportunities.
- Assesses, clarifies, and validates partner needs on an ongoing basis
- Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through adherence to channel rules of engagement.
- Ensures partner compliance with partner agreements, and anti-corruption policies.
- Drives adoption of company programs among assigned partners
- Complies with company ethics, code of conduct, policies, and best practices, with a commitment to safety in the workplace, valuing of diversity, and promotion of a harassment-free environment.
- Grow our business in key accounts. A set of Key accounts will be defined by region between 2 to 4 key accounts per region. The key accounts will be managed directly by the channel manager this means generating quotes, generate sales incentives programs and directly manage the sales forecast and funnel.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The optional categories listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience:
- two or more years of experience in Channel Sales Management
- Five or more years of direct sales roles and/or management of key or large accounts
- Successful track record of driving share gains with Life Sciences and health Care market space within the assigned region
- Science Degree preferable in Microbiology
- Subject matter expertise on building a network of channel partners to drive growth and share within assigned regions.
- Previous medical device or regulated industry experience preferred.
- Strong history of collaboration with the commercial teams
- Bachelor’s degree required, Masters in related field preferred.
Language Skills:
- English
- Additional languages preferred but not required.
Other Skills and Key Competencies:
- Ability to build rapport and relationships with internal and external stakeholders.
- Ability to learn customer applications, regulatory and customer requirements.
- Use of CRM tools to manage business and run basic analytics.
- Strong proficiency in Microsoft Office, particularly Excel, PowerPoint, and Word
- Excellent communication skills that can be adapted for multiple countries and cultures.
- Excellent time management skills/ ability to multi-task the activities with shifting priorities.
- Competitive, ambitious, and driven, with a self-starter and positive attitude
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- A typical office environment and biological laboratory environment comprise the bulk of the work environment for this position. The noise level in the work environment is moderately quiet.
- Travel (30%) within region and 2 annual trips to the USA are expected. This includes to Channel Partners, end user sites, Key accounts and industry events.
- Multiple customer visits or virtual meetings per week. Home office when not traveling.
Mesa Labs is an Equal Employment Opportunity Employer. We prohibit unlawful discrimination and harassment against applicants or employees based on age 40 and over, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law.
Please send your application to m.osinski@simicon.de
