Channel Sales Manager

YK Solutions•Solon, OH

4d•Onsite

About The Position

The Channel Sales Manager develops, manages, and grows strategic channel partnerships to drive revenue growth, market expansion, and customer acquisition within 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. It is an on-site, permanent position based in Solon, Ohio. The manager develops channel sales strategies and partner relationships; creates joint business plans; drives revenue through consultative selling and market development; and collaborates with partners on customer engagement, demonstrations, training, and sales calls. The role also leads commercial discussions and negotiations, manages forecasts and pipelines, reviews partner performance, gathers market intelligence, coordinates cross-functionally on growth initiatives and product launches, represents the company at industry events, analyzes sales data, and supports partner compliance and team coverage.

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.
Experience working specifically for distribution companies.
Stable work history demonstrating career longevity; the client ideally targets approximately five years at a single company, but no specific five-year minimum is stated.

Responsibilities

Develop and execute channel sales strategies to 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 activities, product demonstrations, training programs, and joint sales calls.
Lead commercial discussions, including 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 to develop and execute growth initiatives.
Support product launches, promotional campaigns, and channel enablement programs to maximize market penetration and partner effectiveness.
Represent the company at industry conferences, trade shows, scientific meetings, and customer events.
Analyze sales performance data and market trends to identify new 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 maintain foundational knowledge of this and similar roles to provide support during staff absences, peak demand, or special projects.
Perform other duties as assigned, including additional responsibilities necessary to support the department and organization.