Channel Development Manager

Thermo Fisher Scientific India Pvt Ltd; Gurugram District, Gurgaon; On-site; INR 2,500,000 - 4,000,000; Full time

Benefits offered by this job

competitive remuneration

annual incentive plan bonus

healthcare

a range of employee benefits

Job summary

Thermo Fisher Scientific India Pvt Ltd is seeking a Channel Development Manager to drive channel revenue growth, strengthen partner ecosystems and align with the commercial team to deliver strategic results.

You will identify top channel partners, develop capability programs, manage expectations, and optimize ROCE, inventories, and working capital while expanding product portfolio reach.

Qualifications

• Bachelor’s degree in science, life sciences or engineering; MBA preferred.
• 8–10 years of B2B sales or channel management experience.
• Proven ability to manage strategic channel partners and drive structured business plans.
• Strong commercial, analytical, and negotiation skills.

Responsibilities

• Strategic Channel Management: Identify and manage top/ strategic channel partners contributing significantly to revenue and market influence; Develop contingency/backup channel partners to mitigate business risk and ensure continuity.
• Channel Capability Development: Act as the primary interface for assigned channel partners—understand business models, strengths, and growth aspirations to tailor capability enhancement initiatives; Conduct structured product, application and sales training programs for partner sales teams; Facilitate regular business reviews focused on performance improvement and capability strengthening; Align on demand forecasting, inventory planning, and working capital optimization.
• Share of Wallet & Revenue Growth: Drive share of wallet growth across existing channel partners by expanding product portfolio penetration; Conduct regular portfolio reviews to identify cross-sell and upsell opportunities/Drive NPI growth; Drive revenue through channel field force.
• Financial Performance & ROCE Focus: Evaluate channel investments based on Return on Capital Employed (ROCE) and profitability metrics; Monitor partner ROI, credit exposure, and working capital efficiency by monitoring secondary & inventory.

Skills

Commercial analysis & negotiation

Education

Bachelor’s degree in science / Life Sciences / Engineering

MBA preferred

Job description

Job Purpose

The Channel Development Manager will drive channel revenue growth, share of wallet expansion, and strategic channel effectiveness across key markets. The role will focus on managing and developing top/strategic channel partners, executing business plans in collaboration with the commercial team, strengthening partner capabilities, and ensuring sustainable, high-return channel investments.

Key Responsibilities

Strategic Channel Management

• Identify and manage top/ strategic channel partners contributing significantly to revenue and market influence.
• Develop contingency/backup channel partners to mitigate business risk and ensure continuity.

Channel Capability Development

• Act as the primary interface for assigned channel partners- understand business models, strengths, and growth aspirations to tailor capability enhancement initiatives.
• Conduct structured product, application and sales training programs for partner sales teams.
• Facilitate regular business reviews focused on performance improvement and capability strengthening.
• Align on demand forecasting, inventory planning, and working capital optimization.

Share of Wallet & Revenue Growth

• Drive share of wallet growth across existing channel partners by expanding product portfolio penetration.
• Conduct regular portfolio reviews to identify cross-sell and upsell opportunities/Drive NPI growth.
• Drive revenue through channel field force.

Financial Performance & ROCE Focus

• Evaluate channel investments based on Return on Capital Employed (ROCE) and profitability metrics.
• Monitor partner ROI, credit exposure, and working capital efficiency by monitoring secondary & inventory.

Key Competencies

• Strong customer relationship management and interpersonal skills.
• Good understanding of laboratory workflows and scientific research environments.
• Excellent communication, presentation, and negotiation skills.
• Ability to manage multiple product lines and position integrated solutions.
• Self-driven with a strong focus on achieving sales targets.
• Analytical and problem‑solving mindset.
• Proficiency in Microsoft Office and CRM tools (e.g., Salesforce).
• Willingness to travel extensively within the assigned territory.

Qualifications & Experience

• Bachelor’s degree in science / Life Sciences / Engineering; MBA preferred.
• 8-10 years of B2B sales/channel management experience
• Demonstrated experience managing strategic channel partners and driving structured business plans
• Strong commercial, analytical, and negotiation skill.

Benefits

• competitive remuneration
• annual incentive plan bonus
• healthcare
• a range of employee benefits.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

At Thermo Fisher Scientific, each one of our 100,000 extraordinary minds have a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer. Thermo Fisher Scientific offers employment with an innovative, forward‑thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!

Experience Level Mid Level