Description

Reporting to the Sales Director, the Channel Manager Wholesaler will develop and manage strategic commercial relationships with key dental dealers (wholesalers) across the UK & Ireland, with specific focus on the Connected Technology Solutions (CTS) portfolio.

This role is critical in driving and growing CTS sales through the dealer channel, ensuring strong commercial execution, structured engagement, and aligned messaging.

Role Responsibilities

• Own and manage the strategic commercial relationships with key dental dealers (wholesalers) in relation to the CTS portfolio.

• Drive CTS sales growth through the dealer (wholesaler) channel by executing effective commercial plans, identifying opportunities to increase sell-in and sell-out, and ensuring continuous performance tracking.

• Develop and implement Joint Business Plans (JBPs) with key dealers (wholesalers) to drive shared growth objectives.

• Lead annual commercial planning and contract discussions, including terms negotiation and quarterly business reviews (QBRs).

• Work closely with the Trade Execution Manager to oversee the day-to-day dealer (wholesalers) activities and support execution of the demand generation plan.

• Provide commercial insight and direction to ensure effective execution of product campaigns, pricing initiatives, and promotions by dealer (wholesalers) partners.

• Continuously monitor CTS sales performance and pipeline within the dealer (wholsesalers) channel, addressing gaps and collaborating with partners to achieve targets and unlock growth opportunities.

• Act as the main relationship owner and point of escalation for dealer (wholsesalers) partners concerning the CTS portfolio.

• Work in close collaboration with the Sales Manager – CTS and the EMEA Workflow Manager – CTS, ensuring alignment on multi-field sales actions, strategic initiatives, and tactical execution across the dealer (wholsesaler) channel.

• Ensure ongoing alignment with the Channel Manager Wholesaler - EDS to deliver unified communication and commercial consistency across the dealer (wholsesaler) base.

• Support cross-functional collaboration across sales, marketing, and operational teams to resolve issues and deliver seamless dealer (wholsesaler) engagement

Profile requested

• Significant experience managing B2B customer accounts, ideally in dealer (wholsesaler) or indirect distribution models, likely from FMCG industry or eqivelant

• Demonstrated success in business planning, commercial negotiations, and delivering results through partner channels

• Strong understanding of sales processes, margin management, and promotional effectiveness

• No product or industry knowledge required

• Proficient in Microsoft Office tools

• Strong presentation skills and the ability to communicate effectively to a variety of audiences

• Clear, efficient, and empathetic communication style

• Excellent stakeholder management skills with a solutions-focused mindset

• Commercially driven and passionate about building strong partner relationships

• Structured, accountable, and collaborative with a hands-on approach to delivery

• Brings fresh, analytical thinking and continuously looks for ways to improve

• Comfortable working in a dynamic, matrixed environment requiring agility and adaptability

• Able to undertake regular business travel across the UK & Ireland as required

• Fluent in English

• Hold a valid driving licence