B2B Channel Manager

Organization
Cell Signaling Technology, Inc.
Job Location
3 Trask Lane
Danvers, MA 01923
Salary
commensurate with experience
Job Description

We are seeking an enthusiastic B2B Channel Manager who thrives in a competitive and fast paced sales environment to join our team.  The B2B Channel Manager is responsible for managing direct customers and Third-Party intermediary relationships such as SciQuest, Ariba, Freezer Programs and Supply Centers. The primary responsibility of this role is to work with Account Managers to optimize the management of a number of B2B relationships to ensure that their value is maximized at all times, providing a high level of service and developing commercial opportunities to deliver the required sales targets.

Requirements

Primary Responsibilities Include:
•    Act as business lead on technical B2B integrations
•    Develop & maintain strategic relations with customers with regular visits/communication
•    Initiate & implement local activities to increase market share with defined ROI
•    Work with Sales Operations Manager to develop and implement a business plan detailing the strategic direction of CST’s B2B channel to ensure excellent customer experience and maximum year-on-year revenue growth.
•    Develop strategies and tactics to deliver sustained revenue growth through both new product placements, as well as through new program deployments to existing customers
•    Oversee channel operations, which includes but is not limited to, ordering methods, coordinating all policies, as well as contracts and RFPs associated with the channel
•    Work with Accounting and Customer Service to ensure correct processing of orders
•    Work with Marketing, Marketing Communications, and the Sales staff to develop and deploy all channel-specific customer and marketing communications and promotions
•    Work both with IT and third party sources to continually enhance the service capabilities of the channel, continually adding new features to maintain and enhance customer loyalty and experience
•    Utilize analytics to develop, monitor and adjust account-specific promotions and merchandising opportunities to meet and exceed sales targets.
•    Monitor competitor programs and develop strategies and tactics to counter them in coordination with the Sales team.
•    Coordinate periodic training on how to sell and support the channel.
•    Issuance and management of Incentive fees and other reconciliations as and when due
•    Provide weekly and monthly updates to Sales Operations Manager covering all aspects of B2B performance
•    Ensure that the Process and Procedures for this channel are effective and efficient at all times. This will include but is not limited to the management of the catalog loading, communication, punch-out implementation and onboarding.
•    Manage RFP’s, Contracts and Supply Agreement evaluation, execution, implementation and management with key departments such as Legal, Sales and Customer Service

Demonstrates Motivation and Purpose:
•    Acts to overcome challenges in a positive way
•    Applies good judgment in all business decisions and enhances the reputation of the organization 
•    Must be highly reliable and motivated to excel
•    Superior time management, planning and organizational skills
•    Responds quickly and professionally to achieve important goals
•    Sets priorities, seizes opportunities to meet and achieve goals
•    Displays high energy and energizes others
•    Innovative and looks for opportunities to improve processes
•    Communicates consistently and effectively with peers, and internal partners
•    Articulate and professional with an enthusiastic attitude and a focus on results and the customer

Essential skills and experience:
•    Knowledge of third party intermediaries such as SciQuest, and Ariba required
•    Knowledge of sales techniques and channel optimization
•    Bachelors’ degree in Business Administration, Marketing or Management
•    At least 3-5 years of experience in tactical marketing/merchandizing and channel management experience.
•    Ability to travel domestically (up to 25% of time).
•    Knowledge and experience of B2B ecommerce systems
•    Experience with CRM systems; Salesforce.com in particular.
•    Knowledge of life science freezer programs and/or supply centers, as well as their associated business models and practices, a significant plus.
•    Scientific background a plus, but not essential.

About Our Organization

Cell Signaling Technology, Inc. (CST) is a worldwide leader in the development and commercialization of antibodies, assays and research tools.  As a company of scientists for scientists, we have developed PTMScan®, a technology to discover protein post-translational modifications, PhosphoSitePlus®, an online resource for investigation of post-translational modifications, and XMT® technology, a proprietary method to develop exceptional monoclonal antibodies.  We are fully committed to developing new research tools to help define the mechanisms underlying cell function and disease, thereby broadly accelerating progress in biomedical research and medicine.

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