Channel Manager

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defense, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

The Channel Manager will oversee strategic planning, operational excellence and relationship management across all channel partners. The position ensures that partners are fully supported to drive sales performance and our expectations for sales performance are clear.

Responsibilities:

• Develop and execute a channel strategy for the assigned territory, aligning partner coverage, market opportunities, and commercial priorities with the organization’s growth objectives.
• Develop and execute regular reporting on partner performance
• Build productive relationships with existing distributors and channel partners. Establish joint business plans, review performance regularly, address barriers to growth, and hold partners accountable for agreed actions.
• Identify opportunities to expand into new markets or geographies, strengthen coverage in underserved areas, and evaluate the capabilities needed from current or prospective partners.
• Work with partners and internal sales teams to develop a qualified opportunity pipeline, advance strategic deals, improve forecasts, and support achievement of channel sales and order intake goals.
• Lead the channel strategy for major tenders and complex partner opportunities. Coordinate the relevant Sales, Legal, Finance, Product, Service, Market Communication and Operations teams to develop competitive, accurate, and timely responses, with clear ownership of each bid requirement.
• Develop programs that help partners sell equipment, offerings, and service solutions. Identify opportunities to grow service and other recurring businesses while improving the end customer experience.
• Ensure partners have the product knowledge, training, marketing materials, delivery information, and internal support they need to represent the organization effectively and serve customers.
• Monitor partner performance using agreed measures such as pipeline, order intake, revenue, market coverage, tender outcomes, and service opportunities. Use those insights to recommend actions and track progress.
• Resolve partner issues and coordinate internal resources when commercial, delivery, or service challenges put opportunities or customer relationships at risk.
• Improve channel processes, reporting and tools, and ways of working to make it easier for partners and internal teams to pursue opportunities and deliver on commitments.

Education and Experience

Education Requirements:

• Bachelor’s degree in business, marketing, or a related field or equivalent relevant experience
  • channel management experience (3-5 yr), preferred

Technical

Knowledge, Skills and Abilities:

• Strong understanding of indirect sales models, partner programs, business development or related roles and Industry-specific experience (technology, manufacturing, services (preferred
• Demonstrated experience managing distributors, channel partners, or…