Channel Manager Sales - CAD
Thermo Fisher Scientific, Inc.
Santiago, Chile
hace 2 días

Job Description

Key Duties and Responsibilities :

  • Accountable for assess and manage existing current Channel Partners, plus identify, develop and manage new Channel Partners / distributors to maximize our market coverage in our target markets.
  • Responsible for the sales of Thermo Scientific EPM and CAD products into a vast array of industries for Chile, Argentina, Uruguay and Paraguay.
  • In charge of develop and close relationships with our key target end customers.
  • This person will interact with areas such as : Sales, Marketing, Product Management and Services, Project Management, Engineering teams and Research & Development Team in USA, RSA, Australia, UK and Germany.
  • Provides technical and commercial support to indirect distributors in Chile, Argentina, Uruguay and Paraguay.
  • Achieves sales targets for the region and channel partners on line with key selling objectives in Latin America.
  • Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
  • Works closely with LATAM Management and Regional BU Management teams to execute tactics to achieve business objectives.
  • Provides input to conceive, define and implement promotional tools and sales tactics to drive growth, including pricing strategies, marketing campaigns and distributor agreements in Chile, Argentina, Uruguay and Paraguay.
  • Provides feedback, information, market intelligence and recommendations to improve market penetration and orders growth for the BU.
  • Manages weekly forecasting routines in the South Cone including all regional sales support teams and all Distributors / Channel Partners.
  • Populate and update SalesForce CRM with projects, forecast and strategic data of customers from the target region.
  • Ensure that Thermo Fisher Scientific customers are receiving the best post-sales support by closely following up Distributor's service level and customer satisfaction.
  • Works in partnership with marketing and product management to ensure the VOC (voice-of-the-customer) is captured effectively on the front-
  • end of all new product programs. Additionally, provide input on both marketing and technical resources needed to ensure the highest quality training for our sales representatives / Distributors.

    Activities in cooperation with other various functional groups :


  • Attend trade shows in your territory and provide a report at the conclusion of the show.
  • Teamwork with other BUs for specific activities in its sales territory
  • Provide competitive market information
  • Obtain general market intelligence and feed this to sales management and the marketing team.
  • Strategic Planning
  • Provide input to the development of the annual mineral market strategic plans in relation to market information, industry trends, market analytics and the like
  • New Product Development

  • Provide input into phase gate proposals for new product development.
  • Qualifications (Education, Experience and Key Competencies) :

    Education :

  • Preferably a person with Engineering background : Environmental, Chemical, Automation Engineer or similar.
  • Having a MBA or Master degree will be a key difference.
  • Fluent in English and Spanish Portuguese will be a differentiation.
  • Experience and Key Competences :

  • 6 years of experience in technical sales in analytical instrumentation / equipment
  • Knowledge in Air Quality analyzers and Process automation technologies would be an important differentiation.
  • Experience in industrial (Mining, O&G and Cement), air quality, pharmaceutical and Power Generation.
  • Experience in managing distributors in South Cone of South America. Experienced in business development using Partners or Channels / Distributors to provide complete solutions to customers it will be necessary to give concrete examples including names and contacts at described Partners or Channels / Distributors.
  • Capable of provide fluent technical seminars in Spanish / English.
  • Strong communications, team-building, and leadership skills.
  • Analytical skills and the ability to draw conclusions and observations from market trends and competitors.
  • It’s a must to have strong organizational, time management skills, demonstrated ability to operate independently, with initiative, and good business judgment.
  • Demonstrated sales leadership based on intellectual and personal integrity and interpersonal skills.
  • Ability to develop business, close deals and convert them on purchase orders.
  • Personal skills :

  • We are looking for a person that would like to join a new challenge in developing a complete new approach / way of working with our Distributors / Channels in the Mexico & Central America.
  • This is a big challenge which demands someone with a specific personality :

  • Entrepreneur and creative to find new ways of selling / support customers and final users.
  • Persistent and resilient due to long sales cycles in this segment.
  • Someone who enjoy having big challenges.
  • High energetic person, passionate about sales and developing new business.
  • Self-motivated and strong self-belief.
  • We also need someone with :
  • Highly effective oral and written presentations and communication.
  • Negotiation and influencing skills, with proven ability to successfully interact with potential customers.
  • Ability to manage and organize national and international travels.
  • Strong time management skills with an ability to achieve deadlines (eg tender submissions).
  • Other requirements

  • Willingness to travel frequently within Mexico & Central America countries upwards of 60% of the time.
  • USA Visa.
  • Proficient user / experience with a CRM.
  • Proficient user of MS Office, in particular Word, PowerPoint and Excel
  • Desired location with in Santiago, Chile.
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