Smiths Group
Global Channel and Sales Enablement Manager
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Company Description
John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies.
We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards.
John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries.
John Crane is an equal opportunity employer. We celebrate diversity and are committed to crafting an inclusive environment for all employees.
Job Description
- Set the strategy for internal sales enablement and the external channel, ensuring both are industry leading and reflect B2B best practice
- Partner with the new Global Channel Sales Director to shape a channel programme that balances global consistency with regional market needs
- Own the design and launch of the global channel partner programme, from partner tiering and criteria through to measurement, reporting, training, and MDF management
- Sponsor the selection and implementation of a new sales and channel enablement platform with IT, Procurement, Marketing, and Sales
- Shape the partner capability agenda with Training, Product, and Service teams, from onboarding through to advanced certification
- Direct the creation of partner-facing playbooks and hunting guides that target priority verticals: Mining, Chemical, Pharmaceutical, and New Energy
- Establish the governance model for the co-marketing MDF programme, from application and approval through to claims and ROI measurement
- Define the partner reward and incentive structure with the Global Channel Sales Director, Finance, and Legal, ensuring it drives the right partner behaviours
- Own the global channel narrative, driving regional rollout and closing the loop on partner feedback
- Set and champion the global sales enablement strategy across the business
- Lead, develop, and grow a team of three: Channel Programme Lead, Sales Enablement Manager, and Enablement Content Lead
- Owning the channel programme end to end, from strategy and business case through to global rollout and value realisation
- Building consensus across Sales, Marketing, Training, Portfolio, Pricing, Finance, Legal, and IT to deliver one consistent global programme
- Shaping the partner value proposition and tiered benefits so the reward structure drives the right partner behaviours and mix
- Setting the enablement platform roadmap and owning the vendor relationship, content strategy, and adoption plan
- Diagnosing capability gaps across the partner base and directing the curriculum needed to close them
- Stewarding the MDF investment and approval governance, steering regional marketing teams on co-marketing plans and localisation
- Holding the programme to account on performance, partner engagement, and return on investment, and acting on the insight
- Driving adoption of the new enablement platform so it demonstrably improves seller productivity and win rates
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Qualifications
- Min 10 years’ experience in Channel
- Strong strategic thinking and planning skills with the ability to plan over a 5-year time span
- Extensive Senior stakeholder management experience
- Strong team management skills
- Ability to work cross-functionally in a dynamic and flexible environment
- Bachelor's degree ideally in business/marketing
- Demonstrated track record of executing channel programmes, preferably in an industrial B2B environment, and be comfortable interfacing with internal/external partners
- Must have a high degree of written and verbal communication and presentation skills in English
- Must have the ability to work cross-functionally in a dynamic and flexible environment.
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Additional Information
- With colleagues stretching across the globe, we are proud of our diversity. To foster inclusivity, we run employee resource groups (ERGs) to provide a safe space for employees to connect and support each other. Our cross-business ERGs include Veterans, Pride Network, Black Employee Network, Women@Work Network, and Neurodiversity.
- Across our company, we recognize excellence, culminating in the Smiths Excellence Awards, our annual celebration of the most extraordinary activities, people, and projects that best showcase our strengths and help drive our business forward. We announce these on our annual Smiths Day, a global celebration of Smiths around our network.
- Join us for a great career with competitive compensation and benefits, while helping engineer a better future.
- We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.
- At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our careers website (Careers - Smiths Group plc).
Grade: 13
Employee Group: Permanent
Global Region: Europe
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