Channel Sales Manager

Danaher•Chicago, IL

2d•Remote

About The Position

The Channel Sales Manager is a leadership role to manage and optimize the partnership and distribution strategy within the North America Region. This role supports Leica Microsystems’ Channel Partner strategy by implementing tactics to drive growth via Large national distributors. This role would be also responsible for ensuring effective coverage, marketing activities, and training for the channel partners and monitoring distributor performance to achieve revenue and margin goals. This position reports to the Director of Applied, Sample Prep and Channel Partner Management and is part of the Commercial team, and will work fully remotely. In this role, you will have the opportunity to: Channel Partner Leadership & Strategic Alignment: Lead the end-to-end business relationship with large national distribution partners engaging at the leadership level to align on mutual growth priorities, develop joint strategic plans, and translate those plans into actionable initiatives that accelerate distribution revenue. Team Management & Sales Execution: Manage and develop a team of direct reports with selling responsibility—setting quotas, defining selling strategies, and driving consistent, high-quality engagement between the direct team and distributor representatives to build strong field-level relationships. Performance Management & Business Reviews: Own the cadence of regular business reviews with channel partners, manage supplier scorecards, and hold partners accountable to performance commitments while identifying opportunities for optimization, deeper engagement, and share growth. Portfolio Positioning & Marketing Enablement: Partner with cross-functional teams to ensure optimal product positioning across supplier portals—including content enrichment, accurate pricing, product visibility, and targeted marketing tactics—so customers can easily find and buy our products through distribution channels. Training & Field Enablement: Ensure distributor representatives and internal teams are knowledgeable and equipped to sell the portfolio through facilitated trainings, remote product demonstrations, and ongoing technical support that enhances customer satisfaction and drives sell-through.

Requirements

Bachelor’s degree in business, Marketing, Life Sciences, or a related field.
5+ years of experience in channel sales or management within the life sciences industry.
Experience in managing large channels preferred.
Demonstrated project management and marketing communications skills.
Strong communication, negotiation, and interpersonal skills.
Must have a valid driver’s license with an acceptable driving record.

Responsibilities

Lead the end-to-end business relationship with large national distribution partners engaging at the leadership level to align on mutual growth priorities, develop joint strategic plans, and translate those plans into actionable initiatives that accelerate distribution revenue.
Manage and develop a team of direct reports with selling responsibility—setting quotas, defining selling strategies, and driving consistent, high-quality engagement between the direct team and distributor representatives to build strong field-level relationships.
Own the cadence of regular business reviews with channel partners, manage supplier scorecards, and hold partners accountable to performance commitments while identifying opportunities for optimization, deeper engagement, and share growth.
Partner with cross-functional teams to ensure optimal product positioning across supplier portals—including content enrichment, accurate pricing, product visibility, and targeted marketing tactics—so customers can easily find and buy our products through distribution channels.
Ensure distributor representatives and internal teams are knowledgeable and equipped to sell the portfolio through facilitated trainings, remote product demonstrations, and ongoing technical support that enhances customer satisfaction and drives sell-through.