Distribution & Channel Sales Manager

Job Description

About This Role

We are looking for a commercially driven Distribution & Channel Sales Manager to accelerate growth across our partner and distribution network within the DACH region. This role is focused on building, managing, and expanding relationships with distributors, resellers, and channel partners to drive revenue growth, increase market penetration, and strengthen long-term strategic partnerships.

The successful candidate will combine strong channel sales experience with a proactive, hunter-style mindset and the ability to identify new opportunities, develop joint business plans, and execute growth strategies through indirect sales channels.

You will work cross-functionally with internal commercial, marketing, operations, and product teams to support partner success while ensuring alignment with wider business objectives.

What You’ll Be Doing

• Develop and execute channel and distribution sales strategies to drive revenue growth across assigned territories and markets.
• Build, manage, and strengthen relationships with distributors, resellers, and strategic channel partners.
• Identify and onboard new distribution partners aligned with company growth objectives.
• Create joint business plans with partners focused on pipeline growth, customer acquisition, and market expansion.
• Support partners with sales enablement, product training, and commercial guidance to maximize performance.
• Drive partner accountability through regular business reviews, forecasting, and performance tracking.
• Collaborate with marketing teams on channel campaigns, product launches, and demand generation initiatives.
• Maintain strong awareness of market trends, competitor activity, and customer requirements within the industry.
• Manage sales forecasting, pipeline reporting, and CRM updates accurately and consistently.
• Work closely with internal teams including customer service, operations, finance, and product management to ensure a strong customer and partner experience.
• Negotiate commercial agreements, pricing structures, and growth initiatives with channel partners.
• Represent the business at industry events, partner meetings, and trade shows.

What We’re Looking For

• 5+ years of experience in channel sales, distribution management, business development, or indirect sales.
• Proven track record of delivering consistent revenue growth through distributor and partner networks.
• Strong commercial and negotiation skills with the ability to manage strategic relationships at multiple levels.
• Experience developing and executing partner growth plans and sales strategies.
• Ability to identify new market opportunities and successfully onboard new channel partners.
• Excellent communication and relationship-building skills.
• Strong analytical and forecasting capabilities with experience managing pipelines and sales reporting.
• Proficiency with CRM platforms such as Salesforce and strong Microsoft Office skills.
• Self-motivated, results-oriented, and comfortable working independently in a fast-paced environment.
• Strong organisational and project management skills with the ability to manage multiple priorities.
• Lab consumables experience is necessary 
• Willingness to travel regularly across the region.