Distribution Channel Manager

Mackinnon Bruce International; España; Presencial; EUR 90.000 - 120.000; Jornada completa

Descripción de la vacante

Mackinnon Bruce International seeks a Commercial Partnership Manager (Channel Manager) for Life Sciences in Spain, covering EMEA. You will build strategic distributor relationships, develop commercial plans with partners, and drive sustainable revenue growth while coordinating with regional teams.

You will lead tender activities, support marketing collaborations, and ensure alignment with global stakeholders. This role requires travel up to 40% and a strong track record in indirect sales.

Formación

• Bachelor's degree within Business, Sales, Marketing, Communications, Finance or a related discipline.
• Minimum of 5 years' experience within a commercial, sales, channel management or business development position.
• Minimum of 5 years' experience working within a business operating through both distribution and direct sales channels.
• Experience within Life Sciences, Laboratory Equipment, Biotechnology or a related scientific market would be highly advantageous.
• Demonstrable track record of developing business through third-party distributors or channel partners.
• Experience developing and implementing successful channel or segment strategies.
• Strong understanding of distributor management and the commercial dynamics associated with indirect sales channels.
• Demonstrable experience developing strategic business plans and translating these into measurable commercial actions.
• Strong commercial and financial acumen, with the ability to analyse distributor and market performance.
• Excellent relationship-management and stakeholder-engagement skills.
• Strong influencing, negotiation, presentation and communication capabilities.
• Ability to work effectively with senior stakeholders both internally and externally.
• Comfortable operating within an international, cross-functional and matrixed organisation.
• Strong analytical skills with the ability to use commercial data to support decision-making and business planning.
• Willingness and ability to travel domestically and internationally up to 40%.

Responsabilidades

• Develop and manage strategic relationships with key distribution and channel partners across EMEA.
• Work collaboratively with selected distributors to develop and execute annual and quarterly commercial plans.
• Drive distributor performance against agreed revenue, growth and strategic objectives.
• Develop mutually accountable relationships with channel partners, ensuring clear objectives and measurable commercial outcomes.
• Monitor partner and account performance, proactively identifying commercial risks, gaps and opportunities for growth.
• Act as a key point of contact for selected regional distributors and coordinate internal resources to support agreed initiatives.
• Work closely with Regional Sales Managers to execute wider commercial initiatives across academic and industry markets.
• Support quarterly business reviews with selected channel partners, reviewing performance and identifying areas for improvement.
• Support tender activity across the region, including pricing management, product cross-referencing, sample coordination and execution.
• Identify opportunities to generate new business through existing and prospective distribution partners.
• Gather and communicate market intelligence relating to competitor products, technologies and distribution trends.
• Work alongside Marketing and distribution partners to develop and execute joint marketing plans.
• Coordinate collaborative commercial and marketing activities, including partner events, and track their effectiveness against revenue objectives.
• Maintain regular communication with international and global stakeholders to ensure alignment across distributor strategies.
• Provide updates on commercial initiatives, performance and strategic progress to both internal and external stakeholders.
• Coordinate cross-functional teams to ensure distributors receive the commercial, marketing and operational support required to successfully develop the market.

Conocimientos

Channel management

Business development

Sales

Strategic partnerships

Distributors management

Stakeholder engagement

Negotiation

Cross-functional collaboration

Market analysis

Travel up to 40%

Educación

Bachelor's degree in Business, Sales, Marketing, Communications, Finance or related

Descripción del empleo

Commercial Partnership Manager (Channel Manager) – Life Sciences

Spain | EMEA | Up to 40% Travel

Mackinnon Bruce are partnered with a global manufacturer and supplier of high-quality products and solutions supporting the Life Sciences research market. With an established presence across academic, biotechnology, pharmaceutical and wider research environments, the organisation provides a broad portfolio of laboratory products and solutions through a combination of direct sales and an extensive network of distribution and channel partners.

As part of continued development across EMEA, we are looking to speak with an experienced Commercial Partnership Manager (Channel Manager) to take responsibility for developing and strengthening strategic distributor relationships across the region.

This is a commercially focused position sitting at the intersection of sales, channel management, distribution and strategic partnerships. The successful candidate will work closely with key distribution partners and internal regional teams to develop and execute commercial plans, improve partner performance and drive sustainable revenue growth across the Life Sciences market.

Key Responsibilities

• Develop and manage strategic relationships with key distribution and channel partners across EMEA.
• Work collaboratively with selected distributors to develop and execute annual and quarterly commercial plans.
• Drive distributor performance against agreed revenue, growth and strategic objectives.
• Develop mutually accountable relationships with channel partners, ensuring clear objectives and measurable commercial outcomes.
• Monitor partner and account performance, proactively identifying commercial risks, gaps and opportunities for growth.
• Act as a key point of contact for selected regional distributors and coordinate internal resources to support agreed initiatives.
• Work closely with Regional Sales Managers to execute wider commercial initiatives across academic and industry markets.
• Support quarterly business reviews with selected channel partners, reviewing performance and identifying areas for improvement.
• Support tender activity across the region, including pricing management, product cross-referencing, sample coordination and execution.
• Identify opportunities to generate new business through existing and prospective distribution partners.
• Gather and communicate market intelligence relating to competitor products, technologies and distribution trends.
• Work alongside Marketing and distribution partners to develop and execute joint marketing plans.
• Coordinate collaborative commercial and marketing activities, including partner events, and track their effectiveness against revenue objectives.
• Maintain regular communication with international and global stakeholders to ensure alignment across distributor strategies.
• Provide updates on commercial initiatives, performance and strategic progress to both internal and external stakeholders.
• Coordinate cross-functional teams to ensure distributors receive the commercial, marketing and operational support required to successfully develop the market.

Candidate Requirements

• Bachelor's degree within Business, Sales, Marketing, Communications, Finance or a related discipline.
• Minimum of 5 years' experience within a commercial, sales, channel management or business development position.
• Minimum of 5 years' experience working within a business operating through both distribution and direct sales channels.
• Previous experience within Life Sciences, Laboratory Equipment, Biotechnology or a related scientific market would be highly advantageous.
• Demonstrable track record of developing business through third-party distributors or channel partners.
• Experience developing and implementing successful channel or segment strategies.
• Strong understanding of distributor management and the commercial dynamics associated with indirect sales channels.
• Demonstrable experience developing strategic business plans and translating these into measurable commercial actions.
• Strong commercial and financial acumen, with the ability to analyse distributor and market performance.
• Excellent relationship-management and stakeholder-engagement skills.
• Strong influencing, negotiation, presentation and communication capabilities.Ability to work effectively with senior stakeholders both internally and externally.
• Comfortable operating within an international, cross-functional and matrixed organisation.
• Strong analytical skills with the ability to use commercial data to support decision-making and business planning.
• Willingness and ability to travel domestically and internationally up to 40%.

Location & Travel

The position is based in Spain, with responsibility for supporting commercial and distribution partnerships across the wider EMEA region.

Regular interaction with regional and international stakeholders will be required, alongside domestic and international travel of up to 40%.

What's on Offer

• Competitive salary and wider benefits package.
• Opportunity to join an established global organisation within the Life Sciences market.
• Strategic EMEA-level position with significant exposure to international markets.
• Responsibility for developing relationships with key distribution and commercial partners.
• Opportunity to influence regional channel strategy and long-term commercial growth.
• Highly collaborative role working across Sales, Marketing and wider commercial functions.
• Opportunity to develop an extensive network across the European Life Sciences and scientific research market