Channel Manager Tier 2, Americas

MISSION

Plan, direct and coordinate Tier 2 distribution sales and service for Gilson products, achieving maximum sales volume and profitability in the geographic region consistent with Gilson company policy and objectives. In coordination with Channel Manager, Tier 1, implement strategy, lead support, and oversee contracts and activities with Tier 2 distribution channels in North America, including Canada.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Plan Execution

• Responsible for achieving sales and margin objectives for both Lab Essentials and Automation products with Tier 2 channel partners.
• Educates and guides Gilson team members on Tier 2 distribution interactions including but not limited to training, workdays, pricing and promotions.
• Follows and ensures adherence to Gilson sales techniques and best practices throughout sales cycle to achieve goals. Uses CRM to accurately maintain contacts, accounts, opportunities and pipeline.
• Responsible for developing a playbook which defines the strategic business plan for the year, including specific actions needed to hit various approved objectives.
• Submits monthly sales forecasts with 90% or greater accuracy.
• Reviews plans with Director of Sales, Americas on a regular basis and identify any problems which could lead to a deviation in the strategic playbook. Implement corrective actions as needed.
• Researches and maintains current knowledge of key accounts/customers/distributors as well as competing products, competitive strategies, and pricing models.

Channel Management

• Serves as the primary point of contact for Tier 2 distribution partners. Holds regular business review meetings to ensure dual side performance accountability.
• Manages defined Tier 2 distributors with regards to contract management and performance evaluation. Provides feedback on sales, support, and service strategies, and measure performance improvement gains within local market strategies.
• Develops annual internal sales growth budgets and cascades individual dealer targets.
• Sets and manages operational budgets.
• Maintains dealer pricing files while identifying and executing promotional strategies.
• Identifies, qualifies, and screens additional distribution candidates.
• Facilitates and coordinates distributor training for existing and new products.
• Collaborates with service and support personnel to drive sales.
• Supports Tier 2 channel partners national sales meetings as decided by leadership.
• Works with internal Gilson representatives and managers to drive success of Tier 2 distribution.
• Assists with the prompt collection of accounts receivable and minimization of credit losses/write-offs.
• Other duties as defined.

JOB REQUIREMENTS

EDUCATION

• Bachelor of Science or Business degree with appropriate sales/marketing experience.

WORK EXPERIENCE

• Minimum five-years of sales channel management or equivalent experience.

SKILLS OR KNOWLEDGE

• Life science industry knowledge and expertise.
• Professional leadership experience.
• Comprehensive selling skills and techniques, including negotiation.
• Ability to effectively present information and respond to questions from customers, dealers, and company personnel.
• Advanced reporting and forecasting experience.
• Conflict mitigation and resolution.
• Excellent communication skills -verbal and written.
• Strong organizational skills.
• Computer proficiency - Microsoft applications, Salesforce.com

OTHER

• Valid driver's license required with good driving record.
• Travel required with some overnight/weekends (approximately 50%).
• Regular attendance and punctuality required.
• Ability to work well with others.
• Ability to acquire new skills and to accommodate change in the workplace.