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Thermo Fisher Scientific Senior Director, Channel Management in Tewksbury, Massachusetts

Sr. Director, Channel Management

Location: US - Remote

When you’re part of the team at Thermo Fisher Scientific, you’ll do meaningful work, that makes a positive impact on a global scale! Join 90,000 colleagues who bring our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. You’ll find the resources here to achieve your career goals and help take science a step beyond by developing solutions for some of the world’s toughest challenges. This includes protecting the environment, making sure our food is safe, and helping find cures for cancer.

Group/division summary

The Chemical Analysis Division provides a diverse mix of analytical instruments and associated services to a broad range of end user markets including Safety & Security, Environmental, Food Safety, Energy, Mining, Life Science Manufacturing and Recycling, to name a few. Its instruments are deployed in the field and on the line, in meaningful environments where customers put a premium on adaptability, reliability and ease of use. They allow them to make decisions where they operate and streamline their businesses. We are a division with a broad product portfolio and diverse customer base.

Position summary:

This commercial leadership role is responsible for driving Chemical Analysis Division (CAD) growth and strategy through global channel partners. This entails working with CAD sales, product management, finance and marketing teams to identify and complete high impact product category and field based initiatives. The position will have responsibility for the channels growth goal for the division’s products and services and will improve activities in new product launches, industry segment strategies, key accounts, and field collaboration activities around the globe. Have you developed a strategic plan to optimize channel performance? If so, read on!

Key Responsibilities:

  • Interact and manage relationships with key channels to market to promote the CAD products and services.

  • Understand who the key players are in each channel and encouraging a relationship to drive growth

  • Supervise market dynamics and understand competitors for CAD

  • Work closely with other functional areas within Thermo Fisher Scientific to collaborate, gain support and assistance in execution of channel business/market plans; i.e. Division President, VP/GMs, Commercial Directors, Marketing, Product Management, Operations.

  • Ensure BU and Commercial leadership business needs are addressed and communicated with Channels in a timely manner.

  • Collaborate and use influence to lead peers and channel partners

  • Develop channel business plans to identify key areas of growth potential and strategy to assemble both short and long term growth.

  • Establishes robust quarterly and monthly business reviews to assess growth targets or variances to plan

  • Develop processes to identify category shortfalls within specific product categories and institute measures to improve performance

  • Establish achievable growth targets

  • Know how to get market assessment information and have the flexibility to act

  • Actively participate in the AOP development

  • Develop an annual channel marketing plan that supports growth initiatives

  • Establish appropriate sales targets for each channel with input from each business unit

  • Provide a monthly report and track metrics to AOP

  • Build and implement programs that drive revenue improvement

  • Coordinate CAD’s activities for channels’ National Sales Meetings

  • Work within existing processes and establish new processes where applicable.

  • Develop and deploy a global strategy for channel management


  • BS degree in Sciences, Engineering or Business, MBA preferred.

  • 10+ years’ experience in industry, academia, or related field with dynamically growing responsibilities.

  • Experience in Product Services

  • Experience in direct/distribution sales and marketing.

  • Strong analytical skills and ability to draw conclusions and observations from market trends and sales data analysis.

  • Ability to plan, gain consensus and implement a project to completion and success.

  • Proven success in forming interdepartmental relationships.

  • Proven excellence in oral and written communication skills.

  • Demonstrated ability to operate independently, with initiative and good business judgment and attitude.

  • Strong organizational and time leadership skills.

  • Travel estimated at 50% of time, both domestic and international

  • Position may require Covid-19 vaccination and/or routine testing, per client discretion


We offer competitive remuneration, annual incentive plan bonus scheme, healthcare, company pension, and a range of employee benefits!

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.

EEO/Reasonable Accommodation:

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

We will ensure that individuals with disabilities are provided a reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.

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.