Channel Manager

Smiths Group; Hemel Hempstead; On-site; GBP 90,000 - 120,000; Full time

Job summary

Smiths Detection is seeking a Global Channel Manager to lead development and execution of our global channel strategy across international markets. You will shape governance, tools, and commercial programmes that accelerate partner performance within a global matrix organisation.

You’ll travel across North East Europe and South Asia, partner with regional teams and senior stakeholders, and drive transformation initiatives to maximise growth and profitability through indirect sales ecosystems.

Qualifications

• Extensive experience in channel management, indirect sales or partner leadership.
• Proven ability to develop and deploy channel strategies across global or multi-market environments.
• Strong stakeholder management skills enabling influence without direct authority.
• Solid commercial acumen in pricing, incentives, rebates and partner investments.
• Experience designing partner programmes, governance structures and performance frameworks.
• Ability to collaborate across Commercial, Service, Supply Chain, Finance, Legal and IT.
• Experience using CRM and CLM platforms.
• Analytical and performance management capabilities.

Responsibilities

• Develop and implement a global channel strategy aligned to business growth objectives.
• Lead the project and drive key channel transformation initiatives.
• Define channel segmentation, routes-to-market and partner investment models.
• Create and manage channel pricing frameworks across OEM, Aftermarket and Contractual Aftermarket channels.
• Design and implement partner programmes, accreditation models, governance standards and performance frameworks.
• Establish partner onboarding, development, evaluation and exit processes.
• Support regional teams in developing and executing local channel plans.
• Deliver channel enablement tools, training and best-practice frameworks.
• Drive improvements in forecasting, partner performance, market penetration and profitability.
• Develop meaningful channel performance metrics and reporting.
• Identify and develop strategic global partnerships.
• Facilitate collaboration between Commercial, Service, Supply Chain, Finance, Legal and IT functions.
• Act as the global centre of excellence for channel management capability.

Skills

Channel management

Indirect sales

Partner leadership

Global strategy

Stakeholder management

Commercial acumen

Partner programmes

Performance analysis

CRM expertise

Tools

CRM systems

CLM platforms

Job description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Description

Smiths Detection is looking for an experienced Global Channel Manager to lead the development and execution of our global channel strategy, supporting sustainable growth through our network of indirect sales partners across international markets.

This is a high-impact role operating within a global matrix organisation. While ownership of channel partner relationships sits within our regional markets, you will be responsible for creating the strategy, governance, tools, frameworks and commercial programmes that enable those markets to maximise partner performance.

A key priority for this role will be leading the ongoing transformation project, taking ownership of its delivery and helping accelerate channel effectiveness across the business. We are looking for someone who can quickly understand complex environments, establish credibility with senior stakeholders, and deliver results from day one.
This role will include travel across North East Europe and South Asia.

What You'll Be Doing

• Develop and implement a global channel strategy aligned to business growth objectives.
• Lead the project and drive key channel transformation initiatives.
• Define channel segmentation, routes-to-market and partner investment models.
• Create and manage channel pricing frameworks across OEM, Aftermarket and Contractual Aftermarket channels.
• Design and implement partner programmes, accreditation models, governance standards and performance frameworks.
• Establish partner onboarding, development, evaluation and exit processes.
• Support regional teams in developing and executing local channel plans.
• Deliver channel enablement tools, training and best-practice frameworks.
• Drive improvements in forecasting, partner performance, market penetration and profitability.
• Develop meaningful channel performance metrics and reporting.
• Identify and develop strategic global partnerships.
• Facilitate collaboration between Commercial, Service, Supply Chain, Finance, Legal and IT functions.
• Act as the global centre of excellence for channel management capability.

What We're Looking For

We are particularly interested in candidates who have successfully built, implemented and rolled out channel strategies across multiple international markets.

To be succeed in this role, you'll be highly driven, commercially focused and comfortable operating in a global environment.

You will understand that success comes through collaboration and influence rather than directive management. You'll have a track record of working closely with regional teams, respecting local market requirements whilst implementing globally aligned strategies that deliver measurable business value.

Most importantly, you'll be able to demonstrate examples of creating channel programmes, driving adoption across multiple markets and improving commercial performance through indirect sales ecosystems.

Industry Background

Experience within aviation, security, defence, industrial, manufacturing, automotive or other complex B2B channel-led environments will be considered. We are open to candidates from different sectors provided they can demonstrate a successful track record of developing and executing channel strategies across multiple regions and markets.

Why Join Us?

This is an opportunity to shape the future of our global channel strategy, lead a key transformation programme, and work with senior stakeholders across an international business. You'll play a critical role in improving channel effectiveness, driving growth and creating long-term value across our global markets.

Qualifications

• Significant experience in channel management, indirect sales or partner leadership roles.
• Experience developing and deploying channel strategies across global or multi-market environments.
• Proven success influencing and delivering outcomes within complex matrix organisations.
• Strong commercial acumen, including channel pricing, incentives, rebates and partner investment models.
• Experience designing partner programmes, governance structures and performance frameworks.
• Strong stakeholder management skills with the ability to influence senior leaders without direct authority.
• Excellent analytical and performance management capabilities.
• Experience using CRM and contract lifecycle management (CLM) platforms.
• The ability to quickly assess situations, establish priorities and drive execution.

Additional Information

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial andlifestyle perspective.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Detection, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website.

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