Manager Channel Sales

Overview

This position is responsible for developing and managing third‑party channel sales of pharmaceutical, electronic materials, and laboratory chemical products in North America. It involves coordinating with internal business stakeholders and leading a team of channel relationship managers.

• Execute channel sales plans aligned with regional and global commercial strategies, delivering revenue growth and margin targets.
• Lead, coach, and develop a team of Channel Sales Representatives to ensure strong performance, accountability, and consistent execution.
• Manage day‑to‑day relationships with assigned channel partners and distributors, supporting joint planning, pipeline development, and issue resolution.
• Partner with internal stakeholders (Sales, Marketing, Operations, Supply Chain, Quality) to ensure coordinated support at shared end‑user accounts.
• Drive operational excellence through structured engagement, including quarterly business reviews, performance tracking, and action planning.
• Monitor channel performance metrics and partner execution, identifying risks and improvement opportunities.
• Ensure compliance with commercial policies, confidentiality requirements, and firewall management standards.
• Capture and communicate customer insights, competitive intelligence, and market feedback to support informed commercial decisions.
• Support change initiatives and continuous improvement efforts that enhance partner experience and sales effectiveness.

• Bachelor’s degree in Business, Life Sciences, Engineering, or a related field (preferred).
• 3+ years of commercial experience in sales, channel management, or account management within life sciences, chemicals, or manufacturing industries.
• Demonstrated success executing sales plans and driving performance through indirect or channel sales models.
• Experience supporting contract execution, pricing processes, and complex customer relationships.
• Knowledge of channel sales execution and partner management, sales processes, forecasting, and performance metrics.
• Understanding of commercial compliance, contracting fundamentals, and pricing structures.
• Awareness of market dynamics and customer segmentation within life sciences or industrial markets.

• People leadership and coaching.
• Relationship building with channel partners and internal stakeholders.
• Cross‑functional collaboration and communication.
• Data‑driven problem solving and performance analysis.
• Clear written and verbal communication, including presenting performance insights to leadership.

• Translate strategy into actionable execution plans.
• Manage competing priorities in a matrixed organization.
• Drive consistent results through disciplined execution.
• Adapt plans and approaches in response to changing market or partner conditions.

This is a remote role with domestic and limited international travel (up to approximately 35‑40%) to customer locations, partner sites, and internal facilities. Collaboration across time zones is required, and flexibility to support business needs is essential.

Medical, dental, and vision coverage; wellness programs; health savings and flexible spending accounts; a 401(k) plan with company match; an employee stock purchase program; 11 paid holidays; 18 PTO days annually; volunteer time off; and 6 weeks of 100% paid parental leave (subject to state regulations).

We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at r