Channel Manager - Corning Life Science

Job Description

Corning is one of the world s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people s lives. Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

Job Briefing : Develops the channel strategy for the business and establishes, executes, and expands relationships with channel partners in a manner that brings value to Corning, to the distributor, and to the end customer while supporting the achievement of the division s sales and profit objectives.

Key Responsibilities:

• Works with GlobalRegional Sales Manager to define a global or regional channel strategy that supports the division s sales strategy and enables the division to execute its indirect sales through a balanced portfolio (i.e., evenly weighted) of channel partners.
• Will be responsible for the Pan India Business growth and few neighbouring countries.
• Qualifies potential channel partners and selects those that align with Corning s Values and can serve as an extension of Corning in the marketplace.
• Negotiates and implements global and regional distributor contracts and works with Corning Legal to ensure contract terms fall within Corning s policies, guidelines, and Values.
• Maintains strong relationships with key channel partner decision makers to maintain an understanding of the channel s business needs.
• invests in the success of the channels by educating the channels sales teams on Corning s product line strategies, the value of Corning s products, and how to use Corning s value proposition as a differentiator in the marketplace.
• Works with Marketing Communications to develop customized sales and marketing tools for channel partners to use in the marketplace. Participates in regional tradeshows and conventions to promote Corning products services.
• Works with Supply Chain, Marketing, and other functions to manage channel inventory, pricing changes, and product change notifications. Works with Customer Service to translate monthly single purchase orders with multiple release dates (i.e., blanket orders) from the channels into short - term forecasts.
• Owns & manages channel incentive program rebate programs and other promotional offerings to channel partners, aligned with Sales and Marketing teams, in a manner that positions Corning as a preferred supplier.
• May oversee, develop, and direct a sales team, which may include Sales Representatives and Customer Service professionals.

• ExperiencesEducation:

  • 6 - 10 years of work experience in demand generation, customer facing role and in similar industry
  • MBA (Tier 2 colleges) or equivalent demonstrated experience.
  • Roles demands for 50% + travel

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Keyskills :
life sciencesretaildrug discoverybusiness growthindirect saleschannel partnerspurchase orderssales strategychannel strategytargetoptical physicsmarketing communicationsmarketing communicationsalesbusiness developmentmarketingdemand generat