The Channel Sales Manager is responsible for developing, managing, and growing strategic channel partnerships that drive revenue growth, market expansion, and customer acquisition within the biotechnology, pharmaceutical, diagnostics, research, and life sciences markets. This position serves as the primary commercial liaison between the Company and its distribution partners, resellers, and strategic alliances.
- Develop and execute channel sales strategies that achieve revenue, profitability, and market share objectives within assigned territories and partner networks.
- Identify, recruit, onboard, and develop distribution partners, resellers, and strategic channel relationships to support business growth initiatives.
- Establish and maintain executive-level relationships with channel partners, key customer stakeholders, and industry influencers.
- Create and execute joint business plans with channel partners, including sales objectives, account strategies, demand generation activities, and performance metrics.
- Drive revenue growth through consultative selling, opportunity identification, market development, and expansion of existing partner relationships.
- Collaborate with channel partners on customer engagement activities, product demonstrations, training programs, and joint sales calls.
- Lead commercial discussions including pricing strategies, contract negotiations, rebate programs, and partnership agreements.
- Develop and manage sales forecasts, pipelines, and business plans utilizing CRM and business intelligence tools.
- Conduct regular business reviews with channel partners to assess performance, identify improvement opportunities, and drive accountability.
- Gather and communicate market intelligence, competitive insights, customer needs, and emerging trends to internal stakeholders.
- Work cross-functionally with Marketing, Product Management, Operations, Finance, Legal, and Customer Service teams to develop and execute growth initiatives.
- Support product launches, promotional campaigns, and channel enablement programs to maximize market penetration and partner effectiveness.
- Represent the Company at industry conferences, trade shows, scientific meetings, and customer events.
- Analyze sales performance data and market trends to identify new business opportunities and optimize channel investments.
- Ensure channel partner compliance with organizational policies, contractual obligations, and applicable regulatory requirements.
- Cross-train across related functions to ensure operational flexibility and team coverage.
- Maintain a foundational understanding of this position and other similar roles to provide support during staff absences, peak demand, or special projects.
- Perform all other duties as assigned, including any additional responsibilities necessary to support the success of the department and organization.
