Distribution Channel Manager – Waters Biosciences EMEA
The Distribution Channel Manager is responsible for developing, managing, and optimizing relationships with channel partners to ensure the effective promotion of Waters Biosciences EMEA products across indirect markets. The role is accountable for building a high‑performing distributor network aligned with the commercial strategy of Waters Biosciences, while driving revenue growth, improving channel commercial capability, and ensuring consistency with regional pricing, governance, and go‑to‑market standards.
Responsibilities
- Own and evolve the Waters Biosciences EMEA indirect channel strategy across ~80+ distributors, with differentiated approaches aligned to market archetypes.
- Identify and act on performance, capability, and revenue optimization gaps across the partner network, including wholesalers and comparable channel relationships.
- Design and deliver structured commercial training for distributors including product knowledge, value‑based selling, pricing compliance, and use of Waters Biosciences commercial tools.
- Maintain and develop the distributor enablement portal, ensuring timely access to marketing collateral, application support, and technical materials.
- Serve as the primary escalation point for distributor commercial performance issues, bridging local and regional needs with EMEA functional teams.
- Enforce distributor pricing in line with the EMEA Pricing Policy, and support deal structuring, tender support, and volume commitment tracking with Commercial Excellence and regional teams.
- Build and maintain reporting tools providing visibility of distributor performance, pipeline, and revenue trends; present analytics and recommendations to EMEA leadership.
- Implement a structured approach to distributor opportunity tracking to improve forecasting accuracy and commercial transparency.
- Partner cross‑functionally with country/hub leaders, regional commercial teams, marketing, technical service, and application specialists to align channel strategy with local priorities and ensure distributors are properly supported.
- Drive evolution of the channel model, including indirect‑to‑direct/hybrid transitions, identification of new partners in frontier and emerging markets, and development of a distributor success framework (tiering, performance criteria, incentives).
Preferred Requirements
- Significant commercial, channel management, or sales leadership experience in life sciences or medtech, with a demonstrated track record of improving distributor or channel partner performance.
- Deep knowledge of life sciences commercial environments (research and clinical lab segments), including instrument and consumable‑based revenue models and how indirect channels interact with each.
- Proven experience managing distributor or channel networks across diverse EMEA markets, including emerging or frontier market environments.
- Strong commercial acumen, i.e. pricing governance, discount management, GP‑based frameworks, and performance analytics, with CRM (Salesforce preferred) and BI tool (Power BI or equivalent) fluency.
- Ability to influence across cross‑functional, cross‑cultural teams, with strong communication and senior leadership presentation skills; familiarity with life sciences regulatory and compliance requirements an advantage.
- Degree in Business, Life Sciences, or related field (or equivalent experience); fluent in English (additional European, Arabic, or regional languages a plus); willing to travel up to 30%.
Location
Primary Work Location: ESP San Agustin del Guadalix
Salary Range
€59,200.00 – €94,750.00 EUR Annual
Equal Opportunity Statement
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
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