APAC Distribution Manager
Responsibilities
- Manage and develop distributor performance across assigned APAC markets, identifying growth opportunities and providing structured market and Voice of Customer insights.
- Develop joint business plans with distributors covering sales targets, key accounts, pipeline development, forecasts, and corrective actions.
- Conduct regular distributor business reviews to assess performance, opportunities, risks, commercial priorities, and agreed follow-up actions.
- Strengthen distributor capabilities through product training, field support, customer visits, demonstrations, evaluations, seminars, webinars, and key account development.
- Support distributors in translating technical product benefits into compelling customer value propositions and effective sales conversations.
- Partner with internal teams and distributors on local marketing initiatives, new market development, campaigns, and product launches.
- Maintain strong opportunity and forecast discipline, ensuring major deals have clear supporting evidence, commercial assumptions, risks, and actionable next steps.
- Support pricing and commercial decisions, including preparation of business justification for discount or pricing exceptions where required.
Requirements
- Bachelor's degree in Chemistry, Life Sciences, Engineering, Business, or a related discipline.
- Minimum 5 years of relevant commercial experience in distributor/channel management, sales, business development, or commercial enablement.
- Experience within life sciences, analytical instrumentation, laboratory equipment, or related scientific industries.
- Demonstrated experience managing distributors or channel partners across multiple countries, preferably within APAC.
- Good technical understanding of laboratory workflows, sample preparation, chromatography, purification, or related technologies.
- Strong commercial acumen with demonstrated ability to manage sales pipelines, forecasting, pricing, gross margin, business reviews, and cross-functional execution.
- Fluent business English with strong stakeholder-management skills.
- Willingness to travel regularly across APAC.
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