Job Vacancy Details
Channel Manager EMEA
Technology Consultancy
Noord Holland
Permanent
Updated August 25, 2008
Job Role
Develop and implement a channel strategy for EMEA that provides sales growth greater than two times market growth
Establish and maintain strong working relationships with top 20 distributors in EMEA
Implement the annual distributor Goalsharing program
Revise Goalsharing program on annual basis as needed to increase sales and profits
Conduct quarterly business reviews with top 20 distributors Review sales performance, service metrics, marketing programs, and other topics required to grow the business in EMEA
Initiate, develop, and lead marketing programs with channel partners
Work with the operations team to improve service and product delivery to customers & channel partners
Serve as the liaison between sales and logistics organizations with the distributors
Organize and conduct distributor training events, as needed
Organize and lead an annual channel partner meeting
Work with the global channel team in the USA to develop global channel strategies
Work closely with the Pricing Team, Product Managers, and the Sales Manager for EMEA to maintain and adjust the Euro list price with distributor cost and discounts
Maintain and update the Distributor Policy Manual as needed to support the channel strategy
Develop business case models and scenario analysis regarding geographic expansion for multiple models within multiple countries
Apply/create pricing & profitability modeling to determine prices, discount structures for distributors
Provide on-going ad-hoc support to Country teams, primarily on pricing & tender strategies and other financial analysis
Participate in strategic business reviews
Who we're looking for
Educational level BS, BA or equivalent
Ideally to have sales and/or distributor experience
Excellent communication skills, verbal and written, in English and the ability to conduct effective meetings and negotiations with senior level people at distributors
Action oriented and good at working with deadlines
Rigorous and results oriented, customer focused, attention to detail and follow-up
Ability to analyze sales data, determine sales trends, and implement programs to improve sales
Proven commercial skills, team player, but also able to operate independently
Ability to prioritize effectively and handle multiple customer/distributor requests simultaneously
Willingness to travel 50% of the time
About our client
Our multinational client brings new and innovative laboratory tools to researchers. Their core technical competencies include polymer science, biochemistry and molecular biology, glass melting and forming, surface modification, and characterization science.
They are committed to meeting customers' unique and changing needs with original solutions for today's emerging life sciences technologies. Their dedication to quality, technology and innovation has enabled them to produce the world's most comprehensive line of laboratory tools for life science research. They also offer custom capabilities such as special packaging, bar coding, and printed lot numbers, to meet specific customer requirements.
Their innovative scientific laboratory products improve productivity for researchers, enabling the development of breakthrough pharmaceutical discoveries. In order to realize further market growth, they are currently recruiting for a Channel Manager EMEA, to strategically manage the distribution channel.
What's on offer
To be agreed upon, depending on educational background and experience level
Michael Page Contact
Job Ref: UPTK138110
Your application will be sent to Tessa Kramer.
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