Biocare Channel Partner Manager, Latin America

BR00 Agilent Technologies Brazil LTDA; Araguaia; Híbrido; BRL 180.000 - 360.000; Tempo integral

Resumo da vaga

Agilent Technologies is seeking a Biocare Channel Partner Manager to lead regional channel strategy for Latin America, focused on distributors and partners across multiple countries.

You will drive growth by optimizing revenue, margins, and forecast accuracy, while enabling partners with training, tools, and certification programs. The role requires strong collaboration with sales, marketing, product management, and service teams, and substantial travel within LATAM.

Qualificações

• Bachelor’s degree or equivalent in life sciences, business, or related field.
• 8+ years in channel management or distributor sales within life sciences or pathology.
• Experience managing distributors across multiple countries.
• Ability to discuss pathology workflows with stakeholders across commercial and technical teams.
• Strong forecasting, pricing, negotiation, business planning, and performance management skills.
• Willingness to travel 40–50% within Latin America and the Caribbean.

Responsabilidades

• Develop and execute a regional channel strategy with country priorities.
• Own distributor performance against revenue, margin, pipeline, forecast, product-mix, and execution objectives; lead regular reviews and corrective actions.
• Build trusted relationships with distributor owners, commercial leaders, sales teams, application specialists, and service organizations.
• Drive opportunity creation and conversion through funnel discipline, account planning, tender strategy, and deal execution.
• Enable partners through onboarding, product and workflow training, sales tools, launch plans, certification expectations, and ongoing coaching.
• Coordinate with Sales, Marketing, Product Management, Applications, Service, Customer Support, Regulatory, Quality, Finance, Legal, and Supply Chain to resolve barriers and improve partner effectiveness.
• Create country-specific demand-generation plans, including campaigns, webinars, workshops, congresses, reference-site development, and key-opinion-leader engagement.
• Support complex solution sales spanning instruments, primary antibodies, detection systems, ancillary reagents, and molecular pathology applications.
• Monitor market, competitor, reimbursement, regulatory, tender, and application trends, and translate insights into commercial actions.
• Manage partner lifecycle activities, including assessment, appointment, contracting, onboarding, performance review, remediation, renewal, and transition when required.
• Ensure partner adherence to company policies, ethical business practices, quality expectations, contractual obligations, and applicable anti-corruption requirements.
• Maintain accurate CRM, pipeline, forecast, partner-plan, and activity records; provide concise regional updates and risk visibility to leadership.
• Travel throughout the region to work directly with distributors, customers, laboratories, and industry stakeholders.

Conhecimentos

Channel management

Distributor sales

Commercial leadership

Partner enablement

Forecasting

Relationship management

Formação

Bachelor's degree in life sciences, pathology, molecular biology, biomedical science, business, or a related field

Descrição da vaga

Job Description

Biocare Channel Partner Manager Location: São Paulo, SP - Brazil

Primary Responsibilities

• Develop and execute a regional channel strategy, including country priorities, partner coverage, growth plans, and resource allocation.
• Own distributor performance against revenue, margin, pipeline, forecast, product-mix, and execution objectives; lead regular business reviews and corrective action plans.
• Build trusted relationships with distributor owners, commercial leaders, sales teams, application specialists, and service organizations.
• Drive opportunity creation and conversion by strengthening funnel discipline, account planning, competitive positioning, tender strategy, and deal execution.
• Enable partners through onboarding, product and workflow training, sales tools, launch plans, certification expectations, and ongoing coaching.
• Coordinate with Sales, Marketing, Product Management, Applications, Service, Customer Support, Regulatory, Quality, Finance, Legal, and Supply Chain to resolve barriers and improve partner effectiveness.
• Create country-specific demand-generation plans, including campaigns, webinars, workshops, congresses, reference-site development, and key-opinion-leader engagement.
• Support complex solution sales spanning instruments, primary antibodies, detection systems, ancillary reagents, and molecular pathology applications.
• Monitor market, competitor, reimbursement, regulatory, tender, and application trends, and translate insights into commercial actions.
• Manage partner lifecycle activities, including assessment, appointment, contracting, onboarding, performance review, remediation, renewal, and transition when required.
• Ensure partner adherence to company policies, ethical business practices, quality expectations, contractual obligations, and applicable anti-corruption requirements.
• Maintain accurate CRM, pipeline, forecast, partner-plan, and activity records; provide concise regional updates and risk visibility to leadership.
• Travel throughout the region to work directly with distributors, customers, laboratories, and industry stakeholders.

Qualifications Required

• Bachelor's degree in life sciences, pathology, molecular biology, biomedical science, business, or a related field; equivalent relevant experience may be considered.
• 8+ years of progressive experience in channel management, distributor sales, commercial leadership, or partner enablement within life sciences, diagnostics, anatomic pathology or molecular pathology.
• Demonstrated success managing distributors across multiple countries and delivering growth through an indirect sales model.
• Working knowledge of pathology workflows, including the ability to discuss laboratory needs, workflow value, and solution-level differentiation with commercial and technical stakeholders.
• Strong commercial acumen in forecasting, pipeline management, pricing, negotiation, business planning, and performance management.
• Ability to lead through influence in a matrixed, cross-functional, and multicultural environment.
• Excellent written and verbal communication, presentation, relationship-management, and executive-engagement skills.
• Fluency in English and Spanish.
• Ability and willingness to travel approximately 40-50% within Latin America and the Caribbean, subject to business needs.

Preferred Qualifications

• Experience with immunohistochemistry (IHC), in situ hybridization (ISH/FISH), automated slide staining, primary antibodies, detection systems, molecular pathology, or related laboratory workflows.
• Experience selling integrated instrument, reagent, software, service, and application solutions through distribution partners.
• Knowledge of Latin American regulatory pathways, public and private purchasing models, tenders, importation, and distributor compliance requirements.
• Experience leading partner segmentation, capability assessments, certification programs, or distributor transformation initiatives.
• MBA, advanced scientific degree, or formal commercial/channel-management training.

Additional Details

This job has a full time weekly schedule. It includes the option to work remotely. Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location.

Pay and benefit information by country are available at: https://careers.agilent.com/locations

Agilent Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.

Travel Required: 50% of the Time Shift: Day Duration: No End Date Job Function: Sales Graduate and Student

Job Function: Sales Graduate and Student

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