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THIEME MEDICAL AND SCIENTIFIC PUBLISHERS

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4.7

based on 9 Reviews

1 THIEME MEDICAL AND SCIENTIFIC PUBLISHERS Job

Senior Sales Manager: Channel & Affiliates

Thieme Medical and Scientific Publishers Private L...

4.7

based on 9 Reviews

8-12 years

Noida

1 vacancy

Senior Sales Manager: Channel & Affiliates

THIEME MEDICAL AND SCIENTIFIC PUBLISHERS

posted 12d ago

Job Role Insights

Fixed timing

Key skills for the job

CRM Publishing Agile Coaching Customer Relationship Process Improvement Channel Sales

+ 4 more

Job Description

Thieme is an award-winning international medical and scientific publisher with a rich history of 130+ years. Thieme has demonstrated its commitment to the highest standard of quality in the state-of-art content and presentation of all of its products. Thieme is a multinational company with offices in 4 countries, Stuttgart Germany, New York the U.S.A., Noida India, and Rio Brazil.

Roles & Responsibilities

Overview: The Channel Sales Manager will be responsible for leading and driving the growth of sales and developing new business opportunities through the distributor, the reseller channel, agents for Thieme Print & Digital products portfolio. The position plays critical and lead role in demand fulfilment along with creation of new sales. Essential Duties and Responsibilities Strategic

Create sales plan and vision for the Channel sales across product lines.
Build a channel sales distribution strategy to determine optimum mix of distributors, retailers, college tuck shops with minimal risk on AR and of returns.
Track pipeline health on key deals to accelerate sales momentum. Actively review and drive top opportunities and accelerate them to closure by removing partner blockers.
Drive performance management of Channel through periodic (monthly/quarterly) reviews to review overall business performance across the organization against business plan, liquidation of stocks.
Nurture existing direct accounts and lead the meaningful expansion to enhance reach & visibility to grow the business.
Actively contribute to devise and implement the channel strategy (pricing model, discount structure etc). Advise and help marketing to implement and increase eCommerce business.
Build the strategy to measure liquidation through channels.
Share best practices being observed in the market to build agile channel strategy.

Customer Orientation

Build and Develop relationship with Key Partners, build a win-win scenario on mutual trust, business practices etc.
Improvise and build upon Understand the influencer mindset and build sales touchpoints at key levels of hierarchy.
Build joint strategy for adoption of trade titles by Institute with channel (esp. library suppliers)/Grow pipeline for Digital Products.
Strong customer relationship skills to retain and grow accounts. Partner with Agents/Channel in negotiation with institutional decision-makers (e.g.: deans, directors, librarians).

Process Compliance

Manage all established sales processes, drive compliance, and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence. Some key existing processes that need to be managed:
Sales/Revenue Forecasting
Pipeline management
Control Discount outflow
Sales visit planning
Budget management by channel/By product
Manage timely collection
Returns Management

Market Development

Develop and steer the Agency Team (s) towards digital products with proper product training and understanding of digital platforms and channels.
Increase Library Sales Network by participating in Conferences/Displays/Demos via Channel Partners, resulting in enhanced visibility of Thieme Products (Print & Digital) and enhance sales, esp. Clinical.

Collaboration

Collaboration is the soul of this position. Maintain, develop, and strengthen collaboration with the other groups in the organisation such as Sales Team, Marketing, Publishing, Finance and Customer Success.

Required Background & skills:

Minimum of 8-12 years sales management experience with distributor/reseller channels/digital products
Track record of sales (management) success in complex, solution-focused, matrix organisation.
Corporate Entrepreneurial Mindset is a must.
Experience of working in a matrix organization is desirable.
Well networked and working knowledge with academic libraries, private and public hospitals, and government organizations in India/Subcontinent (desirable).
Experience of working with Consortiums both at a Regional and National Level.
Excellent communication, interpersonal, team building skills.
Excellent negotiation and analytical skills, and business and financial acumen.
Willing and able to travel to client sites regularly. The role requires extensive travel and sales planning.
Able to work well with the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) any standard CRM.
Ethical conduct and a desire to learn new skills is a must.