Channel Manager

Waters Corporation; Sesto San Giovanni; On-site; EUR 60,000 - 90,000; Full time

Job summary

Waters Corporation seeks a Regional Distribution Channel Manager to drive commercial growth across assigned territories for Waters Applied Markets lines, including VICAM and ERA. The role focuses on building distributor partnerships, expanding market coverage, and delivering an outstanding customer experience.

You will develop strategic plans, manage performance, and coordinate training while collaborating with product, sales, and applications teams to accelerate revenue growth and forecast

Qualifications

• Experience managing indirect sales channels across multiple countries or regions.
• Proven ability to develop distributor business plans and drive revenue growth.
• Strong cross-functional collaboration to execute commercial initiatives.

Responsibilities

• Develop and execute strategic distributor business plans aligned with regional growth objectives.
• Build and strengthen distributor partnerships to drive revenue growth and market penetration.
• Conduct business reviews and manage distributor performance through forecasting and execution.
• Manage and grow assigned strategic direct accounts while aligning with regional channel strategy.
• Identify and develop new business opportunities and market growth initiatives.
• Coordinate product, commercial, and application training to strengthen distributor capabilities.
• Collaborate cross-functionally to deliver outstanding customer experience.
• Gather and communicate market intelligence to support strategy and portfolio growth.

Skills

Channel management

Distributor management

Business development

Technical B2B sales

Education

Bachelor's degree in Business/Science/Engineering

MBA or advanced technical degree

Job description

Overview

The Regional Distribution Channel Manager is responsible for driving commercial growth and strengthening distributor performance across assigned territories for Waters Applied Markets product lines, including VICAM and ERA.

This role develops strategic distributor business plans, builds high-performing channel partnerships, and works cross-functionally to accelerate revenue growth, improve forecast visibility, and expand market coverage. As the primary commercial interface between Waters and its distributors, the Regional Distribution Channel Manager ensures consistent execution of commercial strategy while delivering an outstanding customer experience.

Responsibilities

• Develop and execute strategic distributor business plans aligned with regional growth objectives.
• Build and strengthen distributor partnerships to drive revenue growth, profitability, market penetration, and customer satisfaction.
• Conduct business reviews and manage distributor performance through forecasting, pipeline management, and commercial execution.
• Manage and grow assigned strategic direct accounts while ensuring alignment with the regional channel strategy and minimizing channel conflict.
• Identify and develop new business opportunities, strategic projects, and market growth initiatives.
• Coordinate product, commercial, and application training to strengthen distributor capabilities.
• Collaborate cross-functionally to execute commercial initiatives and deliver outstanding customer experience.
• Gather and communicate market intelligence, including competitive activity, customer feedback, industry trends, and regulatory developments, to support commercial strategy and portfolio growth.

Qualifications

Education

• Bachelor's degree in Business, Chemistry, Life Sciences, Engineering, or a related field required.
• MBA or advanced technical degree preferred.

Experience

• Proven experience in channel management, distributor management, business development, or technical B2B sales.
• Demonstrated success managing indirect sales channels across multiple countries or regions.

We're actively building diverse teams and welcome applications from everyone. But simply having a diverse workforce is not enough. We aim to build an inclusive environment, where everyone can contribute their best work and develop to their full potential. We celebrate our differences and recognise the importance of teams reflecting the communities they serve.

We can make reasonable adjustments to our interview process according to your needs.

Company Description

Waters Corporation (NYSE:WAT)is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide.

Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state,and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status,or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.