Director Channel Sales

Eppendorf; Chennai District; On-site; INR 2,500,000 - 4,200,000; Full time

Job summary

Eppendorf is seeking a sales leader in India to drive growth across Life Sciences, Pharma, Biotech, Diagnostics, Academia and Research segments. The role focuses on achieving targets, expanding distributor networks and delivering customer value in a dynamic, cross-functional environment.

You will orchestrate channel strategies, coordinate with marketing and product teams, and travel extensively to build relationships with customers and partners to propel market expansion.

Qualifications

• Bachelor’s degree in Life Sciences, Biotechnology, Pharmacy or related field.
• 7–12 years of sales/territory management experience in laboratory instruments or life sciences sectors.
• Experience managing distributors and indirect sales channels with targets.
• Knowledge of liquid handling or related lab products preferred.
• Strong understanding of lab workflows and customer requirements.

Responsibilities

• Lead commercial execution to achieve sales, profitability, and market share targets.
• Develop and implement channel strategies and distributor plans.
• Recruit, onboard, train and evaluate distributors for coverage and growth.
• Drive opportunities through joint customer visits, tender participation and solution selling.
• Support negotiations and develop customer-focused proposals.
• Organize launches, campaigns and demonstrations with Marketing and Product teams.
• Monitor forecasts, pipeline health and distributor compliance for operational excellence.
• Provide market insight and competitive intelligence to refine territory plans.

Skills

Sales experience

Territory management

Channel management

Distributor management

Business development

Negotiation

CRM proficiency

Presentation skills

Cross-functional collaboration

Education

Bachelor’s degree in Life Sciences/Biotech/Pharmacy

MBA or advanced business qualification (preferred)

Tools

CRM systems

Job description

How you can make an impact

• You will be responsible for achieving sales, profitability, market share and laboratory consumables growth targets within the assigned territory. You lead commercial execution across Life Sciences, Pharma, Biotech, Diagnostics, Academia and Research segments, helping customers access the right Eppendorf solutions to improve laboratory productivity and support scientific progress.
• You develop and execute channel strategies and distributor business plans that are aligned with organizational objectives. You translate business priorities into clear territory plans, customer strategies, distributor objectives and measurable growth initiatives.
• You recruit, onboard, develop, manage and evaluate distributors to maximize market coverage, strengthen customer reach and deliver sustainable business growth. You establish clear performance expectations, monitor results, identify capability gaps and implement appropriate development or corrective action plans.
• You identify new business opportunities and build strong, long-term relationships with key customers, decision-makers, laboratory leaders, technical influencers, procurement teams and other relevant stakeholders across the assigned market segments.
• You drive sales execution through joint customer visits, opportunity pipeline management, strategic project support, solution selling and tender participation. You qualify opportunities, coordinate internal resources, maintain disciplined follow-up and support the progression of opportunities through to closure.
• You support commercial negotiations and contribute to the development of accurate, competitive and customer-focused proposals. You ensure that customer requirements, pricing considerations, commercial terms and company policies are appropriately addressed.
• You execute product launches, marketing initiatives and customer engagement programs in collaboration with Marketing, Product Management and other relevant teams. You organize or support demonstrations, workshops, seminars, exhibitions and other activities that strengthen customer engagement and generate demand.
• You plan and deliver distributor training activities covering product knowledge, applications, customer workflows, value propositions, sales processes and relevant commercial priorities. You support distributors in developing the knowledge and capabilities required to represent Eppendorf effectively.
• You monitor sales performance, forecasts, inventory, CRM activity, opportunity pipeline health and distributor compliance to ensure operational excellence. You maintain accurate and timely reporting, identify risks and gaps, and recommend actions to improve business performance.
• You prepare reliable sales forecasts and contribute to demand and inventory visibility. You work closely with distributors and internal stakeholders to support appropriate stock availability, reduce business risk and improve forecast accuracy.
• You generate market intelligence and provide actionable insights on competitors, customer needs, pricing, market trends, emerging opportunities and changes in laboratory workflows. You use this information to refine territory plans, channel strategies, customer approaches and business priorities.
• You collaborate with Sales, Marketing, Product Management, Customer Care, Supply Chain, Finance, Service and other internal functions to deliver an exceptional customer experience and achieve shared business objectives.
• You act with professionalism, integrity and accountability in all interactions with customers, distributors, colleagues and business partners. You contribute to a culture of customer focus, collaboration, continuous improvement and sustainable growth.

What sets you apart

• Bringing a bachelor's degree in Life Sciences, Biotechnology, Pharmacy or a related scientific or business field. An MBA or advanced business qualification is preferred.
• Building on 7–12 years of experience in sales, territory management, channel management, distributor management or business development within laboratory instruments, life sciences, diagnostics, scientific products or a related B2B environment.
• Having experience managing distributors and delivering sales growth through indirect channels, including the development of distributor plans, market coverage strategies, sales targets and performance reviews.
• Bringing experience in liquid handling, laboratory consumables or related laboratory products is preferred.
• Possessing knowledge of liquid handling products, laboratory consumables and relevant laboratory applications.
• Demonstrating an understanding of molecular biology, cell culture, microbiology, PCR workflows and GLP/GMP laboratory environments.
• Having a strong understanding of laboratory workflows, customer requirements, market dynamics and the competitive landscape.
• Demonstrating experience in channel and distributor management, strategic selling, key account management, business planning and sales forecasting.
• Bringing strong negotiation skills and commercial acumen, with the ability to understand customer requirements, build value-based proposals and support mutually beneficial commercial outcomes.
• Using CRM systems effectively to manage customer relationships, opportunity pipelines, sales activities, forecasts and business reporting.
• Demonstrating strong presentation, facilitation and training skills, with the ability to communicate product, application and commercial information to different audiences.
• Applying market analysis skills to identify opportunities, understand competitive activity and convert market information into practical business actions.
• Communicating clearly and professionally with customers, distributors, channel partners and internal stakeholders, both verbally and in writing.
• Managing multiple priorities, customer requirements, distributor activities, sales opportunities and business deadlines while maintaining quality and commercial discipline.
• Working effectively in a cross-functional and matrix environment, collaborating with internal teams to solve customer issues and deliver business objectives.
• Showing strength in problem solving, decision making, relationship management and follow-through.
• Willingness to travel extensively, approximately 50–70% within the assigned territory, to meet customers, distributors, channel partners and internal teams.

What we offer

• Purpose and impact. At Eppendorf, you work on solutions that help improve people’s lives around the world.
• We value your contribution. An attractive salary, employee benefits and a performance bonus show that your work truly matters to us.
• Learning that moves you forward. With the Eppendorf Academy, digital learning platforms, workshops and development programs, you can grow continuously – both professionally and personally.
• Room to grow. You take on responsibility in a global supply chain environment where you can shape processes, bring in your ideas and make progress visible.
• Fair and supportive. We offer a wide range of learning and development opportunities and a work environment built on collaboration, respect and openness.