Channel Sales Manager

Skyelia•Solon, OH

About The Position

The Channel Sales Manager develops, manages, and grows strategic channel partnerships to drive revenue growth, market expansion, and customer acquisition in biotechnology, pharmaceutical, diagnostics, research, and life sciences markets. The role is the primary commercial liaison between the Company and its distribution partners, resellers, and strategic alliances. The position develops channel sales strategies and partner relationships, creates joint business plans, drives consultative selling and revenue growth, and manages sales forecasts, pipelines, and partner performance. It collaborates with internal teams and channel partners on customer engagement, product demonstrations, training, launches, promotional campaigns, and channel enablement. The role also represents the Company at industry events, communicates market intelligence internally, and ensures partner compliance with company policies, contracts, and applicable regulatory requirements. The role includes cross-training across related functions and providing coverage during staff absences, peak demand, or special projects. Other duties may be assigned to support the department and organization.

Requirements

Bachelor's degree in Chemistry, Biology, or a related life science field such as Biotechnology or Microbiology.
Ability to understand and communicate scientific concepts and terminology effectively in biotechnology, pharmaceutical, diagnostics, research, and life sciences environments.
Familiarity with biotechnology, life sciences, scientific research, or related environments sufficient to communicate credibly with scientific customers and stakeholders.
Stable work history demonstrating career longevity.
Experience working specifically for distribution companies.

Nice To Haves

Approximately five years at a single company is an ideal career-longevity target; no specific five-year minimum is stated.

Responsibilities

Develop and execute channel sales strategies that achieve revenue, profitability, and market share objectives in assigned territories and partner networks.
Identify, recruit, onboard, and develop distribution partners, resellers, and strategic channel relationships.
Establish and maintain executive-level relationships with channel partners, key customer stakeholders, and industry influencers.
Create and execute joint business plans with channel partners, including sales objectives, account strategies, demand generation activities, and performance metrics.
Drive revenue growth through consultative selling, opportunity identification, market development, and expansion of existing partner relationships.
Collaborate with channel partners on customer engagement, product demonstrations, training programs, and joint sales calls.
Lead commercial discussions involving pricing strategies, contract negotiations, rebate programs, and partnership agreements.
Develop and manage sales forecasts, pipelines, and business plans using CRM and business intelligence tools.
Conduct regular business reviews with channel partners to assess performance, identify improvement opportunities, and drive accountability.
Gather and communicate market intelligence, competitive insights, customer needs, and emerging trends to internal stakeholders.
Work cross-functionally with Marketing, Product Management, Operations, Finance, Legal, and Customer Service teams on growth initiatives.
Support product launches, promotional campaigns, and channel enablement programs.
Represent the Company at industry conferences, trade shows, scientific meetings, and customer events.
Analyze sales performance data and market trends to identify business opportunities and optimize channel investments.
Ensure channel partner compliance with organizational policies, contractual obligations, and applicable regulatory requirements.
Cross-train across related functions and provide support during staff absences, peak demand, or special projects.
Perform other duties as assigned to support the department and organization.