Channel Manager, Europe, Middle East and Africa

POSITION SUMMARY:

The Channel Manager, Europe, Middle East and Africa (EMEA) is a key commercial leadership role responsible for managing sales through distributor channels in regions where the company does not sell directly. This individual will develop and execute high-impact commercial strategies, drive revenue growth, expand market coverage, and ensure outstanding customer experience through strong distributor partnerships.

This position covers EMEA regions excluding the following direct markets: United Kingdom, France, Germany, Switzerland, Austria, Netherlands, Belgium, and the Nordics. The Channel Manager will travel regularly across the assigned region to engage with customers, support distributor teams, and drive performance.

DUTIES AND RESPONSIBILITIES:

• Build, lead, and support a high-performing network of distribution partners across assigned EMEA regions.

• Develop and execute regional sales strategies aligned with corporate goals to drive growth and market share.

• Establish and manage distributor performance metrics, including sales targets, forecast accuracy, and customer satisfaction.

• Collaborate with marketing, field service, technical support, and customer service teams in a matrixed environment to support distributor success.

• Ensure high quality, scalable and compliant channel operations.

• Provide distributor training and enablement in partnership with marketing and product teams.

• Identify and resolve commercial barriers, pricing challenges, and support gaps.

• Gather and share Voice of Customer (VOC) insights from the field to support product and service innovation.

• Regularly travel throughout the region to build relationships, monitor execution, and engage directly with strategic customers and partners.

EXPERIENCE AND QUALIFICATIONS:

• Bachelor\’s degree in Life Sciences, Business, or related field; advanced degree preferred.

• A minimum of seven years of sales, commercial, or channel management experience in the life sciences tools industry.

• Prior experience working with CRM tools (e.g., Salesforce) and sales analytics dashboards.

• Experience launching new products or entering new markets through distribution channels preferred.

KNOWLEDGE, SKILLS AND ABILITIES:.

• Proven success managing distributors and driving revenue growth across diverse markets.

• Strong understanding of regional regulatory, commercial, and cultural nuances across EMEA.

• Experience working in matrixed commercial environments with cross-functional collaboration.

• Excellent communication, negotiation, and leadership skills.

• Strong business acumen, negotiation and mediation skills, as well as a demonstrated attention to detail and a focus on achieving quality outcomes. Ability to build/foster relationships.

• A professional presence and strong interpersonal skills for interacting in a courteous, timely, and diplomatic manner with all levels of employees as well as other parties/stakeholders involved with the company.

• Willingness and ability to travel frequently across assigned territories.

• Multilingual capabilities strongly preferred (specifically Arabic, Spanish, Polish, or French).

• Familiarity with life sciences applications such as genomics, proteomics, or molecular diagnostics preferred.

PHYSICAL DEMANDS:

While performing this job, the employee is required to communicate and exchange information, utilize equipment (computer, keyboard, printer, phone, etc.), and move about the office. This position requires extensive travel.

WORK ENVIRONMENT:

This position is performed in a traditional home office environment.