Clinisys is building a world-class Sales organization. As a Sales Channel Manager, you’ll partner with Sales leadership to drive the end-to-end ownership and execution of CLS – Scientific Sales and Commercial activities through distributors globally. This will include expansion and development of distributor network for Clinisys. You will have the opportunity to work hands-on with partners and subject matter experts that span across Clinisys, gaining exposure from leaders in every department. The Sales Channel Manager – CLS Scientific, owns the relationships with our key channel distributors a senior sales leader perspective for the Clinisys business under the direction of the Director Sales – Global CLS Scientific. The Sales Channel Manager – CLS Scientific will also develop strategic plans and roadmaps in partnership with our distributors and direct international customers and manage these with the Channel Sales and Partner Account Manager. As the individual who represents Clinisys to these distributors you will drive order intake, this person should be a self-starting executive closer. Have the ability to craft, manage, and execute on a strategic pipeline of new/prospective after sales business within a short period of time. This individual is singularly passionate about working with aftersales opportunities to create strategic solutions that solve both complex issues and the opportunities for the Clinisys product portfolio. Purpose To manage the Sales and Commercial activities of distributors globally and distributor territories managed for the Clinisys Laboratory Solution (CLS) - Scientific. Undertake sales activities for accounts as required. Take responsibility for selling alongside distributors as required and directed by the organisation. Responsible for meeting the licence and support revenue targets assigned to the distributors to ensure the organisation meets its overall financial performance goals. This will be done within the framework of the organisation’s overall strategy but the individual will be required to assist the commercial manager in implementing the tactics to achieve the strategy. This will include the sourcing, development, contacting and management of the Clinisys distributor partners. The manager will work within the overall defined sales process but will identify and implement best practise within their area. They are responsible for ensuring that the sales forecast is kept up to date in accordance with the requirements of the organisation. Essential Functions Acquiring new business direct or through partners / distributors in agreed territory Develop excellent partnerships with key stakeholders Develop the relationships with the distributors and international accounts and become a trusted advisor and partner for all their scientific LIMS requirements. Provide strategic planning leadership to the development of exiting partnerships and new distributors in new territories; Develop 3 and 5 year strategic plans for our distributors and international accounts that align with Clinisys product and service strategies Day-to-day management of the distributor network, including management and development of the partners to ensure the achievement of short and long term business objectives. Responsibility for the commercial management of the assigned distributors as well as the sales and marketing activities required to support them. Management of distributor legal agreements and contracts. From time to time, be responsible for managing marketing activities held within the UK and distributor territories and elsewhere as and when required. Responsibility for the financial management and forecasting of the distributors in line with overall company financial targets including responsibility for achieving revenue targets. Ensure quality of service by developing a thorough and detailed knowledge of the organisation’s product features and technical specifications and transfer this knowledge to the distributors. Undertake the full sales cycle for accounts as required especially when there is no defined distributor in the assigned region. Ensure that all leads and opportunities are managed and recorded in line with company processes and that information required for the forecasting reports is available in the format required. Attend and contribute to the regular forecast meetings. Build and maintain positive relationships with key people, customers, opinion leaders and influential external bodies to drive a positive image of the organisation in the marketplace. Together with the Commercial and Finance department ensure support and CLS Scientific SaaS contracts are issued and renewed and that maintenance revenue is maximised. Responsible for working with the Service team as part of the Sales Cycle, when required, to use services to help leverage system sales within the distributor network. Ensure, by working with both the distributor and the Service organisation that during the sales cycle services are correctly specified and estimated to ensure project success, always with consideration for overall company financial targets and reputation. Perform contractual negotiation with partners customers and suppliers as required. Ensure the success of all projects undertaken by the distributors by assisting, defining, setting up and managing of projects. Attend customer kick-off meetings when required. General accountabilities To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives of the company. Note: This job description describes the principle and main elements of the job. It is a guide to the nature and main duties of the job as they currently exist but is not intended as a holy comprehensive or permanent schedule and is not part of the contract of employment Skills needed to be successful Be an organized communicator Consulting and superior presentation skills Maintains knowledge of emerging trends in the scientific laboratory informatics market Delivers polished communications in a high-pressure sales environment Excellent written and verbal communication and interpersonal skills Demonstrated experience with technical information systems Create a business case for change, leveraging thorough strategic planning to deliver insights as a consultant Become the distributor and international senior exec trusted advisor and ensure that the customer is fully brought into the Clinisys product journey Ability to effectively qualify prospects and opportunity creation to maximise an efficient sales cycle Create and drive revenue within our distributor and international accounts and develop new accounts and maximise our footprint within their business. Required Experience & Education Bachelor's degree in a Laboratory Science (Chemistry, Microbiology, Molecular Biology, etc.) or related field or equivalent relevant work experience 15 years' experience in working in a high-performance laboratory informatics business and/or technical environment (Scientific/ Technology background) AND in-depth knowledge of the sector and the issues surrounding system sales service delivery and support within this sector Track record of assisting distributors in the sale of complex IT systems to variety of organisations Understanding of the organisation, strategy and goals In depth experience of managing all aspects of the IT sales cycle People management experience Experience of creating and managing sales and revenue forecasts and plans Well organised results orientated team player capable of working under minimum supervision. Willingness to travel including valid driving licence