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Job Description
Overall job role purpose: To drive profitable sales growth within the specific channel segments of Laboratory and Dental Washers. This role is responsible for developing and executing a strategic channel sales plan, expanding market coverage through new partner acquisition and existing partner development, and leading, coaching, and motivating a dedicated sales team to achieve realistic targets.
Key Tasks & Responsibilities:
1. Partner Channel Strategy & Growth:
- Develop and implement the annual channel strategy focused on business partner recruitment, enablement, and growth for the Lab & Dental segments.
- Identify and onboard new strategic business partners to fill geographic or segment coverage gaps.
- Analyze partner performance, market potential, and competitive threats to adapt strategy and resource allocation.
2. Team Leadership & Partner Focus:
- Lead a sales team whose primary mission is to support, train, and drive sales through the partner network.
- Develop a partner-centric mindset within the team, focusing on joint planning, coaching partner sales reps, and facilitating successful end-user engagements.
3. Business Partner Management & Development:
- Manage partner relationships, negotiate partnership agreements and develop ambitious joint business plans.
- Drive partner engagement through regular business reviews, performance tracking against KPIs, and implementation of Miele's channel programs.
- Act as the primary interface between Miele and the partner leadership, ensuring clear communication and swift resolution of commercial or operational issues.
4. Enablement & Reporting:
- Collaborate with Marketing to develop compelling partner programs, certifications, and marketing campaigns.
- Ensure partners have product knowledge, competitive intelligence, and sales tools needed to effectively position Miele solutions to end-users.
Provide clear reporting on channel sales performance, partner sell-through data, and program effectiveness to senior management.