Channel Manager

Overview:

The American Board of Medical Specialties dedicates its efforts to establishing higher standards for safe, quality care by physician specialists. Located in Evanston, Illinois, we have an exciting opportunity for a Channel Manager who is responsible for researching, soliciting, developing and managing existing and new relationships with licensing partners that meet ABMS?s strategic marketing objectives. The Channel Manager, reporting to the Director of Product Mangement and Business Development, will own the overall licensed products portfolio, generating licensing revenue and providing effective account management for all database license and channel partner agreements and relationships.

 

The Channel Manager provides tactical leadership for implementation of the company?s licensing activities, from contracting, relationship management, and integrating strategic marketing objectives into a licensing plan for both in and out licensing. Activities include trend, market and opportunity analyses to drive growth through line extensions and to develop new licensing programs. The role coordinates all internal activities that support a partner/ customer account plan. The Channel Manager joins a team that includes account management, product management, business development and channel partner/licensing expertise.

 

Responsibilities:

?  Effectively manage the full range of activities to support bringing new external channel partners to ABMS. These include:

o  Identify and recruit new partners, developing and implementing proposals, deal structures and new business models.

o  Perform due diligence, negotiation and contracting, conduct training, seminars, education and presentations in conjunction with staff at ABMS.

?  Manage operations for all existing licensing partnerships, to include:

o  Develop marketing programs to support the brand, drive sales and increase product awareness.

o  Maintain licensee communications regarding ABMS product development timing, approvals, account specials/exclusives, retail coordination, forecasting, etc.

o  Conduct industry research and recommend/implement new ideas for assisting distributor / channel partners.

o  Review and approve channel partner requests and assure compliance with agreements. Monitor and enforce license agreements.

o  Manage renewals processes for major licensee and channel partners.

o  Implement effective business processes to track pipeline management and revenue reporting for major accounts and one-time data sales using a customer relationship management system.

o  Run meetings / conference calls with licensees and provide clear direction to the team.

?  Work with internal ABMS staff to:

o  Monitor and report on current market conditions, changes and requirements.

o  Develop and implement lead generation plans and tactics.

o  Assess and respond to channel partner needs for sales support materials.

o  Support trade shows and events as needed.

o  Provide hands on help with marketing, sales and licensing as needed.

 

Skills & Attributes:

The Channel Manager role requires a unique blend of business and technical savvy; big-picture vision, and drive. Must be comfortable with independent decision making and motivating others, and enjoy spending time in the market to identify opportunities to develop and deliver innovative solutions. You should be a motivated self-starter with the ability to work in a fast paced team environment with minimal supervision.

?  Superior account management, negotiation and interpersonal communication skills.

?  Exceptional oral and written communication skills, including strong presentation skills.

?  Computer skill proficiency (MS Office, Excel, Powerpoint, CRM tools).

?  Skilled in designing, implementing and adapting sales processes to meet company?s changing needs and growth.

?  Focused on building value and providing exemplary customer support.

 

Education & Experience:

?  Bachelor?s degree with an emphasis in Finance, Management, Healthcare Administration, or other health related discipline.

?  6 to 8 years work experience in business-to-business; preferred in database licensing or channel partner development.

?  Background in selling to businesses, licensing arrangements preferred.

?  Proven track record of successful client relationships, retention and revenue growth.

?  Experience with the use of information products in management decision making.

?  Ability to travel up to 30%.