How will you make an impact?
The Channel Marketing Manager (CMM) acts in partnership with the Channel Program Managers (CPM) as a liaison between the Genetic Sciences Division and Research & Safety Market (RSD) Division to drive qPCR and CE revenue in North America. S/he will achieve this goal by deriving and driving a marketing plan that aligns with the overall GSD business strategy and supports effective tactical execution by the CPM. S/he will be responsible for defining and implementing regional and globally developed campaigns, events and promotions to drive demand generation, build a pipeline of prospects, and leverage our channel partners to co-sell with GSD to customers across research, biopharma and industrial segments. Reports to Sr. Director, Channel Management with dotted line reporting to the Director, Regional Marketing.
The successful candidate will be a results-oriented leader and will coordinate closely with Channel Program Management, Global Market Development, Regional Market Development, Product Management, Sales, Channel Stakeholders and other partners at various levels in the company. S/he acts as project lead and liaison to internal and channel partners, maintaining excellent professional relationships, in order to facilitate the conversion of marketing ideas and messages into effective marketing programs.
What will you do? Lead cross functional teams as an individual contributor to develop tactical action plans that drive revenue growth. Develop annual strategic channel marketing plans that are aligned with business goals and strategies developed by the global/regional market development teams and are further adapted to meet the channels specific needs and opportunities. Liaise with the EMEA channel team in order to share strategies and content that can be further adopted for use with RSD in that market. Obtain feedback from the EMEA team to incorporate into the strategic planning process. Proactively lead a planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Update plans quarterly based on the market opportunity and channel feedback. Drive marketing based, lead generation and conversion programs that result in sales and long-term customer satisfaction. Partner with the CPM to support sales facing lead generation/conversion initiatives (providing market knowledge, marketing materials, etc). Measure and report on marketing effectiveness. Develop messaging & tools that communicate the value/brand directly to customers through multiple channels, including sales force, digital marketing, events and word of mouth strategy. Gain channel partner insights to develop tools and shorten the sales cycle and provide feedback to product management, global marketing and regional marketing for strategic message and product opportunities. Maintain relevant knowledge of competitive activities and develop effective countermeasures. Champion qPCR and CE portfolios with the RSD marketing teams to gain mindshare and encourage business focus; Support CPM in championing qPCR and CE portfolios with the RSD sales team by developing and implementing sales force training (with assistance from relevant partners); participating in sales discussions and customer visits, where applicable. Lead and drive strategy, cross-business coordination and tactical execution for selected North America and EMEA-based channel sales meetings/training events. Evaluate effectiveness of channel programs and improve upon them.
How will you get there? Bachelors degree in molecular biology, genetics, biology, microbiology, and/or cell biology or related discipline with > 10 years experience in a Life Sciences marketing or product marketing role. Sales experience a plus. Has proven experience with corporate marketing functions, planning and strategy. Customer focused, results driven and demonstrated business acumen. Able to develop, align and execute impactful tactical plans with clear objectives, quality deliverables and key performance metrics. Ability to work on problems of routine to complex scope. Ability to influence at a senior level without direct authority. Identifies problems, proposes resolutions, answers questions from channel partners and sales colleagues, gains cooperation of others to implement efficient solutions. Strong analytical skills and the ability to draw conclusions from market trends and unit analysis. Solid coaching and leadership skills to lead and provide functional area guidance and expertise to the team. Participate proactively and consistently, and play an active, positive role in working through various levels of operating mechanisms, including internal and external partners to achieve goals of the company, customer, and colleagues. Provide routine updates through verbal and written communication of successes, failures, best practices, etc. to improve the overall operating efficiency of the team. Must be willing to learn and take coaching from peers and supervisors/superiors, both in success and failure. Available for travel up to 30% and international on occasion.
Preferred Masters degree (or higher) in a life science area and/or MBA. In depth knowledge of the qPCR and CE markets and competitors with knowledge of gene expression applications. In depth knowledge of the qPCR market and competitors with knowledge of gene expression applications. Experience working with distribution partners.
At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds have a unique story to tell. Join us and contribute to our singular missionenabling our customers to make the world healthier, cleaner and safer.