3M
Global Channel Manager Aerospace and Defense (m/f/*)
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Job Description
The Impact You’ll Make in this Role
The Global Channel Manager Aerospace and Defense (m/f/*), will lead the development and execution of the global channel strategy for 3M’s Aerospace and Defense business globally. This role is responsible for building a high-performing global channel ecosystem that strengthens market coverage, accelerates growth, improves customer access, and enhances 3M’s relevance with aerospace and defense customers worldwide.
The leader will work across regions, strategic accounts, distributors, channel partners, and internal business teams to drive profitable growth through disciplined channel management, partner development, pipeline execution, and commercial excellence. This role requires strong global leadership, channel expertise, aerospace and defense market understanding, and the ability to influence across a matrixed organization.
A critical part of this role is aligning global and regional channel strategies, improving partner performance, and ensuring consistent execution across key aerospace and defense customer segments, including OEMs, tier suppliers, MROs, defense contractors, and related industry partners. Here, you will make an impact by:
- Build and execute the global channel strategy for the Aerospace and Defense business, aligned to business priorities, regional growth plans, and key customer segments.
- Lead the development, management, and optimization of global and regional channel partners, including distributors, resellers, integrators, and strategic commercial partners.
- Strengthen 3M’s relevance with aerospace and defense customers by improving market access, customer coverage, and partner-enabled execution across priority regions.
- Partner with regional sales leaders, global account teams, marketing, technical, product, supply chain, quality, and business teams to deliver customer value and accelerate commercial execution.
- Drive growth through platform-based opportunities, specification wins, qualifications, production programs, aftermarket opportunities, and share gain across strategic and regional customers.
- Establish disciplined operating rhythms for channel management, including partner business reviews, account and territory alignment, pipeline management, forecasting, pricing discipline, and performance reviews.
- Provide strong leadership and management of pipeline discipline and customer opportunity tracking, including effective utilization of Salesforce.com or other CRM tools.
- Develop channel partner segmentation, performance scorecards, enablement programs, training plans, and joint business planning processes.
- Identify gaps in market coverage and recommend changes to channel structure, partner capabilities, regional coverage, or commercial execution models.
- Monitor aerospace and defense market trends, build rates, customer priorities, program changes, regulatory considerations, and competitive activity to inform channel and growth strategies.
- Manage channel conflict in partnership with regional sales, strategic account, and business leadership teams.
- Build a culture of customer focus, collaboration, accountability, compliance, talent development, and profitable growth.
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Your Skills and Expertise
To set you up for success in this role from day one, 3M requires (at a minimum) the following qualifications:
- Bachelor’s degree or higher (completed and verified prior to start)
- Profound experience in sales, marketing, business development, channel management, strategic account management, or commercial leadership.
- Profound experience in developing or managing channel partners, distributors, resellers, strategic accounts, regional sales organizations, or complex commercial programs.
- Profound experience in working with customer-facing teams, cross-functional business teams, or matrixed global organizations.
- Current, valid Driver’s License.
Additional qualifications that could help you succeed even further in this role include:
- Aerospace, defense, OEM, tier supplier, MRO, advanced manufacturing, industrial, or specification-driven customer experience.
- Proven experience leading global or regional channel strategies across complex B2B markets.
- Experience managing distributors, channel partners, key accounts, regional sales teams, or mixed commercial teams.
- Strong understanding of long-cycle, specification-driven sales processes, including design-ins, qualifications, platform wins, and production program execution.
- Demonstrated ability to build executive-level relationships and influence across customers, partners, and matrixed internal organizations.
- Strong commercial, financial, negotiation, account planning, territory management, and pipeline management skills.
- Experience developing partner enablement programs, partner scorecards, channel governance models, and joint business planning processes.
- Ability to use market insights, customer data, CRM tools, and performance metrics to drive decision-making and improve commercial execution.
- Experience developing talent, coaching commercial teams, and driving consistent execution across strategic and regional customer segments.
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Work location
- Work location: Germany or UK
- Travel: May include up to 50% domestic/international
- Relocation: Not authorized
- Target Job Grade: JG 15. Please note that the Job Grade provided indicates the target 3M Global Job Grade range and may vary depending on the skills and competencies of the candidate and local compensation guidelines.
Application Process
Please inform your current supervisor of your application. Typically, employees will need to have completed two years in their current role before being able to apply for an internal vacancy. More information in the Global Recruitment Standard. If you have any questions regarding the content of the position, please contact the Hiring Manager. If you have any questions regarding the recruiting process, please contact the Recruiter.
Learn more about 3M’s creative solutions to the world’s problems at www.3M.com or on Twitter @3M.
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