Work Schedule
Standard (Mon-Fri)
Environmental Conditions
Various outside weather conditions
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
o Identify and manage top / strategic channel partners contributing significantly to revenue and market influence.
o Develop contingency / backup channel partners to mitigate business risk and ensure continuity.
• Channel Capability Development
o Act as the primary interface for assigned channel partners- understand business models, strengths, and growth aspirations to tailor capability enhancement initiatives.
o Conduct structured product, application and sales training programs for partner sales teams




o Facilitate regular business reviews focused on performance improvement and capability strengthening.
o Align on demand forecasting, inventory planning, and working capital optimization.
• Share of Wallet & Revenue Growth
o Drive share of wallet growth across existing channel partners by expanding product portfolio penetration.
o Conduct regular portfolio reviews to identify cross-sell and upsell opportunities/Drive NPI growth
o Drive revenue through channel field force
• Financial Performance & ROCE Focus
o Evaluate channel investments based on Return on Capital Employed (ROCE) and profitability metrics.
o Monitor partner ROI, credit exposure, and working capital efficiency by monitoring secondary & inventory

QUALIFICATION & EXPERIENCE
• Bachelor’s degree in science / Life Sciences / Engineering; MBA preferred.
• 8-10 years of B2B sales/channel management experience
• Demonstrated experience managing strateg

📌 Channel Development Manager (Gurugram)
🏢 Thermo Fisher Scientific
📍 Gurugram