MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)

Strategic Leadership & Channel Transformation

• Establish a scalable global channel management operating model that supports current business objectives and future growth.
• Build and lead a best-in-class channel management function aligned with BMP's commercial strategy and corporate objectives.
• Partner with executive leadership to identify opportunities to expand strategic channel partnerships and accelerate market growth.
• Develop multi-year strategic roadmaps supporting channel growth, revenue expansion, market penetration, and business scalability.
• Assess current channel capabilities, organizational effectiveness, and partnership performance to identify strategic and operational gaps.
• Lead the transformation of BMP's channel management capability into an integrated, scalable business function supported by consistent governance, operating rhythms, tools, and performance standards.

Global Channel Strategy

• Serve as executive sponsor and relationship owner for the global VWR partnership, driving joint business planning, growth initiatives, governance reviews, and issue resolution.
• Serve as a central advisory resource for regional channel alignment to ensure continuity of the Avantor brand and prevent misalignment between VWR and BMP strategies that could undermine go-to-market execution.
• Partner with regional commercial leaders to execute consistent channel growth strategies across North America, Europe, Asia, Latin America, and emerging markets.
• Assess market and channel opportunities and recommend investments, partnerships, and commercial initiatives that drive sustainable business growth.

Channel Ecosystem Management

• Create and maintain enterprise-wide visibility across BMP's channel ecosystem, including distributors, dealers, resellers, and strategic partners.
• Develop and maintain a comprehensive inventory of channel relationships, including partner responsibilities, product portfolios, regional coverage, commercial structures, and operating models.
• Monitor channel alignment, partner participation, and product placement to ensure clear ownership, minimize overlap, and support effective market execution.
• Proactively identify, manage, and mitigate channel conflict risks while maintaining the integrity of commercial governance requirements and established firewalls.
• Ensure alignment across channel partners, regions, products, and customer segments to support a coordinated and effective go-to-market approach.
• Evaluate the effectiveness of channel relationships and recommend improvements to enhance collaboration, accountability, and partner performance.

Operational Excellence and Escalation Management

• Lead resolution of complex channel-related business issues through cross-functional coordination and executive stakeholder engagement.
• Establish and govern formal escalation processes to address partner concerns, operational challenges, and customer-impacting issues.
• Identify systemic causes of channel performance gaps and drive corrective actions that improve operational effectiveness and partner experience.
• Evaluate channel support models, service levels, and operational processes to identify opportunities for increased efficiency, partner satisfaction, and business performance.
• Promote a culture of operational excellence and continuous improvement across the channel ecosystem.

Commercial Leadership

• Partner with BMP Product Management to develop channel-specific commercialization strategies and go-to-market plans.
• Work closely with BMP Sales Leadership to optimize market coverage, customer access, and revenue growth through channel partners.
• Support successful introduction and adoption of new products across strategic channel partnerships.
• Lead the development and execution of joint business plans with strategic channel partners to achieve shared revenue objectives, expand market reach, and accelerate growth across targeted products, regions, and customer segments.
• Monitor channel investment effectiveness and ensure resources are aligned to strategic business priorities.

Cross-Functional Collaboration

• Build and maintain trusted relationships with executive leaders across BMP and strategic channel organizations to drive alignment and accelerate business outcomes.
• Partner closely with BMP Commercial Leadership, Product Management, Operations, Supply Chain, Legal, and Regional Business Leaders to ensure organizational alignment and successful execution of channel strategies.

Performance Management & Accountability

Develop, implement, and oversee a comprehensive channel performance management framework that includes global KPIs, partner scorecards, executive dashboards, Quarterly Business Reviews (QBRs), revenue and profitability metrics, customer satisfaction measures, partner performance evaluations, and channel effectiveness reporting.

• Establish performance expectations and accountability mechanisms for strategic channel partners.
• Monitor performance against established targets and identify risks, opportunities, and areas for improvement.
• Conduct regular business reviews with strategic channel partners to assess performance, alignment, and growth opportunities.
• Analyze performance trends and business insights to inform strategic decisions and investment priorities.
• Recommend and implement corrective actions to improve partner performance and business outcomes.
• Provide executive leadership with actionable performance reporting and recommendations to support decision-making.

Organizational Development

• Build the long-term organizational structure and operating model for the Global Channel Management function.
• Define future leadership capabilities, competencies, and resource requirements needed to support global expansion.
• Develop recommendations for regional channel management structures and support models.
• Create a multi-year roadmap for expanding channel management capabilities beyond the VWR partnership and into additional strategic partners, channels, and end markets aligned with business unit strategy
• Develop a scalable organizational framework that evolves with BMP's channel strategy and business growth objectives.

QUALIFICATIONS (Education/Training, Experience and/or Certifications)

Education

• Bachelor's degree in Business, Life Sciences, Engineering, Supply Chain, or a related field required.
• Master's degree in Business Administration (MBA) or related discipline is strongly preferred.
• Advanced coursework or executive education in strategic management, commercial leadership, channel management, or organizational transformation preferred.

Experience

• Minimum 15+ years of progressive leadership experience in channel management, commercial leadership, sales management, business development, strategic partnerships, or related functions.
• Minimum 10+ years of experience leading global, multi-region commercial organizations, channel programs, or strategic partner networks.
• Demonstrated success developing and implementing global channel strategies, operating models, and governance frameworks.
• Experience managing complex channel ecosystems that include distributors, resellers, dealers, strategic partners, and commercial alliances.
• Proven track record of building, transforming, or scaling channel management functions and operating structures within a growth-oriented organization.
• Significant experience leading executive-level relationships with strategic channel partners and negotiating complex commercial agreements.
• Experience identifying and resolving channel conflict while balancing customer, partner, and business objectives.
• Demonstrated success leading cross-functional initiatives involving commercial, product management, operations, supply chain, finance, and executive leadership teams.
• Experience developing market expansion strategies and driving revenue growth through indirect sales channels.
• Experience within life sciences, healthcare, medical technology, diagnostics, laboratory products, or other highly regulated industries preferred.
• Experience working in a global organization with responsibility across North America, Europe, AMEA, Latin America, and emerging markets preferred.

• Certifications
• Project Management Professional (PMP), Lean Six Sigma, Change Management, or related process improvement certification preferred.

KNOWLEDGE, SKILLS AND ABILITIES (Those necessary to perform the job competently)

Knowledge, Skills, and Abilities

• Deep knowledge of global channel management principles, partner ecosystems, and indirect sales models.
• Strong understanding of channel governance, commercial agreements, partner enablement, and channel performance management.
• Demonstrated ability to align diverse stakeholder groups and balance competing priorities within a complex business environment.
• Strong systems-thinking capability with the ability to connect commercial, operational, and strategic objectives across the enterprise.
• Expertise in developing and implementing scalable business processes, operating frameworks, and governance structures.
• Ability to assess complex channel landscapes and identify strategic growth opportunities, performance gaps, and operational risks.
• Strong business acumen with the ability to analyze revenue, profitability, market trends, channel effectiveness, and return on investment.
• Demonstrated ability to build strategic partnerships and influence executive stakeholders both internally and externally.
• Strong conflict resolution, negotiation, and relationship management skills.
• Ability to lead through influence and drive alignment across highly matrixed, global organizations.
• Exceptional strategic thinking, problem-solving, and decision-making capabilities.
• Strong executive presence with excellent verbal, written, and presentation skills.
• Ability to lead organizational change, transformation initiatives, and continuous improvement efforts.
• Proven ability to establish accountability, drive execution, and deliver measurable business results.
• Strong analytical and financial management skills, including forecasting, business planning, KPI development, scorecard management, and performance reporting.