Channel Manager, Americas

BioIVT is a worldwide provider of biological and in vitro products to pharmaceutical and biotechnology organizations. We specialize in control and disease state matrices manufactured from human and animal blood, plasma and serum, which are used in drug discovery, compound development, clinical and research diagnostics. We can immediately add value to your drug discovery and preclinical development program by providing large lot of hepatocytes, other cell types, and subcellular fractions along with associated media products. BioIVT's products enable scientists and biomedical researchers to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and the effects on disease processes.

The Channel Manager 9CM) for the Americas has the critical job of representing the full breath of products and services provided by BioIVT within the assigned territory.  With a deep understanding of this full portfolio, the CM will target channel partners (distributors) that sell life sciences products to biotech, pharma, academia and others as appropriate.  Ideally the CM will be working with an individual or small group of individuals that oversee the majority of spend relating to BioIVT offerings.   By providing a single point of contact, the CM will be entrepreneurial in their approach, recognizing and capitalizing on growth and diversification opportunities within the account.  

For optimal success, the CM needs to have a deep understanding of all current product and service offerings provided by BioIVT.  The CM will have access to all scientific and specialist support but needs to be able to sufficiently represent the full portfolio in real time, as the ability to create positive customer engagement at time of interaction is the foundation of this position. 

The CM will also need to undergo and maintain continual training to remain their full understanding of BioIVT offerings.    

Responsibilities

The CM will need to self-motivated and an independent thinker, willing to work within a close-knit team. The BioIVT family includes highly experienced scientists and internal sales support teams who are all focused on exceeding the company’s business goals. The CM will be expected to work closely with their colleagues, keeping them involved in the complex support processes that this role demands.

The CM daily activities range from: establishing a rapport with distributors and end-user clients, learning to understand their technical and scientific requirements, and working with colleagues in sales and operations to offer distributor and end-user clients customised and creative administrative and scientific solutions. The CM will be responsible for all aspects of client relationship management and scientific support; Strong organisational skills, an ability to multi-task and responsiveness to our clients’ and their needs will be vital components of the role. 

Responsibilities will include, but are not limited to:

• Achieving sales targets on a quarterly basis in accordance with the annual corporate sales plan.
• Qualify, establish, develop, and maintain channel partner/customer relationships for relevant accounts within the Americas.  
• Create and implement appropriate strategies for developing and diversifying account business including the joint arrangement of specific promotions such as one-day table shows, national tradeshows, technical seminars, presentations, etc. 
• Report to the Global Channel Partnership Director all relevant information relating to field activities, including customer feedback, competitive actions, etc.
• Perform weekly funnel management calls and provide forecast information.
• Perform a quarterly review and provide feedback on account activity, performance and marketing highlights
• Maintain full technical knowledge and understanding of the Company’s products and services on an on-going basis.
• Keep abreast of relevant scientific papers and publications associated with the application of the Company’s products and services and other similar competitive products.
• Document all customer interactions in SFDC.
• Demonstrate a deep understanding of the client buying process and show a strong commitment to partners. 
• Co-ordinate and communicate effectively within the matrix commercial environment.
• Distributors management: 

• Perform Due Diligence and Channel Partner Selection
• Set distribution goals and plan and manage distribution operations to achieve the set goals
• Identify resources and provide assistance when required.
• Conduct trainings to the team members as needed 
• Address customer queries and ensure customer satisfaction
• Assist in distributor inventory management activities including receiving, storage, rotating

Attributes

• Champions strong customer-service oriented culture
• Mutual respect, team orientation and matrix mentality
• Personal development-oriented culture – self and team
• Excellent written and verbal communication skills
• Proficient with Microsoft Excel, Word, and Outlook
• Organizational skills with great attention to detail
• Problem solving skills
• Ability to effectively present information to customers, clients, and internal staff members
• Ability to participate in the selection and development of Sales Talent
• Conceptual thinker with capability to implement ideas that help support our clients’ needs.
• Able to articulate and understand Company products and services.
• A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly.
• Demonstrable teamworking skills within a complex commercial environment
• Organizational skills and attention to detail.
• Ability to interact with various settings/audiences.   
• Results-oriented.

Position Requirements

• BA in Biology or basic science related field, plus 4 years commercial life science experience (microbiology, biology, chemistry or biochemistry preferred).
• Experience setting goals and managing by metrics 
• At least 3 years sales or business development experience representing complex life science products and/or services to pharmaceutical, biotech and diagnostics companies.
• In depth knowledge and experience of the drug discovery process is critical to this role. 
• Previous hands-on laboratory experience in the life sciences will also be an advantage.
• English proficiency. Good knowledge of Spanish and/or Brazilian Portuguese languages are a plus. 
• Location: Home Office, Americas
• travel requirements: 50%

Join Us!

We can’t wait to work with you! At BioIVT, we believe that diversity and inclusion are key drivers of innovation and success. We are committed to creating a workplace where everyone feels valued, respected and empowered to bring their unique perspectives to the table. We seek to build a diverse team and encourage applications from people of all backgrounds, experiences and identities.

To Learn more about our mission and team culture, click here!

BioIVT is an equal opportunity employer. We celebrate diversity and are dedicated to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.