Job Description

• Thieme Group
• Noida (India)
• Work experience

• Other
• Published: 2024-12-09

About usThieme 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 & ResponsibilitiesOverview: 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.

We offer the following benefits to our employees:

• Hybrid Working Model
• Gratuity
• Mediclaim for the self, spouse, and up to three children
• Accidental insurance with a sum insured of 15 lakhs
• Term Life Insurance
• Five-day working week
• Performance-based Bonus
• Paid parental leave

Thieme