The Sales Channel Manager, BioScience is responsible for driving profitable revenue growth through strategic distribution partners across North America. This role owns distributor relationships, business planning, pricing strategy, market development, and channel execution to achieve BioScience revenue and profitability objectives.
The Sales Channel Manager serves as the primary commercial lead for national and regional distribution partners, ensuring alignment between Greiner Bio-One's strategic objectives and distributor activities. This position works closely with Sales, Strategic Accounts, Product Management, Marketing, Operations, Customer Service, and Commercial Leadership to expand market share, improve customer engagement, and accelerate growth.
Key Responsibilities:
Achieve revenue and profitability targets through assigned channel partners.
Develop and execute annual business plans with strategic distributors, including growth targets, action plans, and performance metrics.
Manage relationships with national and regional distribution partners.
Lead quarterly and annual business reviews and drive accountability for results.
Identify and execute opportunities for growth, competitive conversions, customer retention, and lost business recovery.
Partner with field sales teams to expand business within existing accounts and recover lost customers.
Collaborate with Sales, Marketing, Product Management, Operations, Customer Service, and Commercial Leadership to execute channel strategies and resolve customer or distributor issues.
Manage pricing, annual price increases, distribution agreements, contracts, and special pricing programs.
Develop and execute joint marketing, promotional, and lead generation activities with channel partners.
Coordinate product launches and ensure distributor readiness through training, sales enablement, and commercialization activities.
Analyze distributor sales data, market trends, customer activity, and competitive intelligence to identify opportunities and business risks.
Support forecasting, pipeline development, and channel performance reporting.
Provide regular business updates, forecasts, and market intelligence to Sales Leadership.
Represent Greiner Bio-One at distributor meetings, trade shows, and industry events.
Train and support internal sales teams on channel strategies, distributor programs, and go-to-market initiatives.
Manage strategic distributor inventory, demand planning, and supply alignment to support revenue objectives and customer service levels.
Job Requirements:
Bachelor’s degree in science, business, or management, with a preference for an MBA or higher degree.
5+ years of experience in channel management, distribution management, strategic account management, or sales leadership within the Life Sciences industry.
Demonstrated success in strategic channel account management and driving revenue growth through distribution partners.
Ability to develop and sustain strong relationships with key customers that generate significant revenue for Greiner Bio-One.
Strong understanding of how commercial channel partners operate and sell.
Ability to identify strategic opportunities and proactively engage in sales activities.
Experience in negotiating and managing customer distribution agreements.
Creative problem-solving skills with strong analytical abilities.
Strategic mindset focused on achieving short-term objectives while driving long-term sustainable growth.
Skilled in navigating cross-functional teams.
Strong communication and negotiation skills.
Ability to travel 50% or more via automobile and/or airplane.
Physical Requirements:
Regularly required to stand, sit, reach, bend, and move about a facility.
Some light physical effort required
Ability to physically travel to customer sites with various schedules and possibly different time zones