Senior Channel Manager

ATS Scientific Products is searching for a Sr Channel Manager to join the team!

The Sr. Channel Manager is responsible for driving sales of the Scientific Products Labware and Glassware portfolio.  This position will lead our channel partner strategy and go to market initiatives within the territories of Canada and The United States.  The Sr. Channel Manager is responsible for achieving sales growth, profitability goals, and market share expansion in line with company goals and objectives.  This position will report to the Sr. Director Global Sales.  This is a remote position to be located anywhere within the United States of America.
 

RESPONSIBILITIES

• Develop and maintain positive relationships with key personnel at strategic channel partners, acting as their primary point of contact.
• Proactively manage a joint planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a successful channel partner relationship.
• Assess performance of channel partners, select and develop appropriate channels, and adjust channel partner strategy as needed to drive profitable growth in the region.
• Proactively anticipate, understand, and respond to the needs of channel partners and end customers to meet or exceed their expectations. Manage a four-person team of Field Account Managers, ensuring impactful collaboration and field support for our Tier I channel partners.
• Establish goals and priorities for your team.  Ensure team objectives are being met or exceeded.  Provide coaching and guidance to team members as needed.
• Coordinate the involvement of cross-divisional company personnel, including customer service, supply chain, operations, and technical support to achieve performance objectives and meet channel partner expectations.
• Meet or exceed assigned targets for profitable sales volume and strategic objectives in assigned territory.
• Understand and analyze local markets, channels, and competitors to enable strategic decision-making.
• Represent the Labware / Glassware division of Scientific Products at channel partner events, customer visits, and industry tradeshows.
• Identify, develop and drive to completion new business opportunities within the region.
• Ensure partner compliance with all contractual agreements and local regulations.
• Estimated 30%-50% travel within the region.

QUALIFICATIONS AND JOB REQUIREMENTS

• A bachelor’s degree or equivalent education
• 5+ years channel management experience, preferably in the life science and laboratory products market
• Prior experience managing teams
• Strong analytical skills and business acumen
• Strong presentation and interpersonal skills
• Fluency in written and spoken English
• All candidates must pass a background check

 

ACCOUNTABILITIES AND PERFORMANCE MEASURES

• Achieve or exceed sales quota for the assigned territory
• Meet company expectations for profitability
• Complete strategic partnership and growth plans 
• Maintain high channel partner satisfaction ratings 
• Complete any required training and development objectives within the assigned time frame

HSE

All managers are responsible for creating a positive safety culture and maintaining a safe and healthy workplace. It is the responsibility of each manager to ensure that employees receive regular training regarding health, safety and environmental matters.  Each manager is also accountable to ensure that HSE matters are addressed in a timely manner and that compliance with both legislative and corporate requirements are maintained.

Manager responsibilities for Health, Safety and Environment include:

• Demonstrate leadership in Health, Safety and Environment compliance
• Hold team members accountable for health, safety and environmental compliance as part of the annual performance review process