Summary Of Position
The Channel Partner Manager develops and maintains business relationships with (new) assigned channel partners and existing & potential customers to meet high growth sales within the specified territory.Plan, direct and implement strategies to maximize sales volume at minimum cost and increase market share for all Advanced Staining, Core Histology and Pathology Imaging products in assigned territory through aggressively gaining market share from competitors.Track progress with sales, pipeline growth, provide forecast, make sure available tools (Pipeline Manager and LMS shop) are used and Partner processes are followed. Provide the direction and leadership for Partners. The position requires assessment of existing Partners development. The focus will initially be on North Africa, however later focus on West Africa may be required.Essential to this position will be the “drive for results” to win business in a competitive and emerging market place Distributor Management experience of minimal 3 years is a must. Extensive travel will be required both within North Africa and the neighboring French Speaking countries.
CAREER PROGRESSION
As part of Leica´s commitment to developing associates the successful candidate with a proven track record in Channel Partner Management could be expected to progress to a regional market development manager or potentially Sales Management role according to the candidate’s skill set. This role would be suited to individuals who are keen to be seen as a highly visible and instrumental commercially focused role within a growing and dynamic organization.
Key Responsibilities
Channel Partner Management
- Develops with the RSM Africa a North African and (WAFSC) sales strategy to aggressively gain market share ensuring core growth and consistent delivery of financial targets.
- Accountable for Leica Biosystems Sales, orders and margins throughout the defined territory
- Develops and maintains business relationships with (new) assigned channel partners
- Continuously evaluates and looks for optimum distribution channels for the entire product range.
- Responsible to arrange all required trainings for (new) channel partners
- Ensuring monthly orders and sales are generated as per their monthly targets, and that all action plans are followed. Update all stakeholders on required product registrations
- Effectively use LBS distribution Process, through constant interaction as well Forecast, Funnel, Quarterly reviews and Action Plan goal setting sessions
- Keeps up to date with market trends and healthcare policy.
- Presents Leica Biosystems solutions concepts to customers and works with the channel partners to secure supply agreements.
- Ensures that the appropriate level of marketing activities are implemented by the channel partners for the region.
Sales and Funnel Management
- In the collaboration with new and existing channel partners ,manage the defined funnels very closely to grow business in all LBS product groups by targeted level
- Drives accurate forecasting through effective sales pipeline management and application of appropriate DBS tools
- Update all competitor accounts in the funnel and report monthly what required action plans will be taken to convert them into LBS. Record customer contacts in funnel to facilitate marketing requirements.
- In line with RA/QA directives generate and develop sales and product awareness of Leica Biosystems Advanced Staining product portfolio and Core Histology consumables directly through Customer /Partners visits & product information, samples and customer trials.
- Follow-up new leads generated by marketing activities, product presentations & workshops. In conjunction with the Regional Sales Manager, plan and implement sales initiatives in order to address specific tactical and/or strategic business needs. Be pro-active in planning customer visits with channel partners and with RSM, not just reactive to customer requests. Record and actively manage activities in Funnel
- Accountable for initiating contact with key customers, understanding their needs and promoting the entire Leica Biosystems product portfolio.
- Uses customer feedback to engage with customers and to optimize sales methods.
Product Development
- Provides input to Market Development Managers to keep the product portfolio in line with customer expectations.
Working Capital Management
- Ensures optimum demo management, low inventory and efficient cash collection.
Service Revenue
- Work with channel partners to increase service revenue.
Position Qualifications
- Works with integrity and leads by example with compliance
- Proven consultative selling skills honed within a complex sales environment
- Ability to work independently with minimal supervision to achieve results
- Educated to Bachelors degree level
- Language requirement local language, fluent in French and English
- Builds constructive and effective relationships both inside and outside the organization
- Driven to over achieve set targets
- Strong analytical, verbal and written communication skills
- Proactive attitude, flourishes in a fast paced environment
- Proven experience in entering into a new market and overachieving commercial targets.
- Understands the cultural differences that exist within the region and how to conduct business according to those differences.
- Financial acumen budgets, forecasting, responding to tenders and managing priorities to meet revenue targets
Attribute/Skill/Experience
- Integrity/Do What It Takes
- Effective Time Management and Personal Organization
- Do It Now/Time Is the Enemy
- Entrepreneurial spirit to develop new territories
- Traction Counts, Make an Impact
- Tactical and Strategic
- Details Count
To Apply
Leica Biosystems is committed to attracting and retaining the most highly qualified candidates available. We firmly believe that our employees drive the success of the company. With success in mind as the ultimate goal, we strive to create and provide an environment that offers challenging, stimulating and financially rewarding opportunities. As a Leica Biosystems employee you will be consistently challenged to deliver your best.If you are ready for this challenge, submit your resume for consideration.
