Biocare Channel Partner Manager, Latin America

Agilent Technologies, Inc.; United States; Hybrid; USD 53,000 - 106,000; Full time

Job summary

Agilent Technologies Inc. seeks a Biocare Channel Partner Manager for Latin America. You will manage distributor networks across LATAM, translating regional strategy into country-level execution while ensuring a consistent customer experience.

The role requires 8+ years in channel management, English and Spanish fluency, and 40–50% travel. Based in the LATAM region, you will develop partner capability, drive revenue growth, and align with Sales, Marketing, and Regulatory teams to optimize

Qualifications

• Bachelor’s degree in life sciences or related field.
• 8+ years in channel management or distributor sales in life sciences or pathology.
• Experience managing distributors across multiple countries.
• Working knowledge of pathology workflows and solution differentiation.
• Strong commercial acumen in forecasting, pricing, and business planning.
• Ability to lead through influence in a matrixed, multicultural environment.
• Excellent written and verbal communication and executive engagement.
• Fluency in English and Spanish.
• Willingness to travel 40-50% within LATAM and the Caribbean.

Responsibilities

• Develop and execute a regional channel strategy and partner coverage.
• Own distributor performance against revenue, margin, pipeline, forecast, and product mix.
• Build relationships with distributor owners and sales teams.
• Drive opportunity creation and funnel discipline across regions.
• Enable partners through onboarding, training, and tools.
• Coordinate across Sales, Marketing, Product, Applications, Service, and Finance to improve partner effectiveness.
• Create country-specific demand-generation plans and campaigns.
• Support complex solution sales spanning instruments, reagents, and molecular pathology workflows.
• Monitor market trends and translate insights into actions.
• Manage partner lifecycle activities including onboarding, performance reviews, and renewals.
• Ensure adherence to policies, ethics, quality, and regulatory requirements.
• Maintain CRM and forecast records and provide regional updates to leadership.
• Travel throughout the region to work with distributors, customers, and labs.

Skills

Channel management

Distributor sales

Forecasting

Negotiation

Executive communication

Fluent English

Fluent Spanish

Travel willingness

Education

Bachelor's degree in life sciences or related field

Job description

Job Description

Biocare Channel Partner Manager

Location: São Paulo, SP - Brazil

The Biocare Channel Partner Manager, Latin America, is accountable for profitable, sustainable growth through Agilent’s Biocare Medical’s distributor network across Latin America and the Caribbean. The role develops capable, compliant, and commercially effective partners that can position, sell, implement, and support integrated pathology workflow solutions. The manager serves as the primary business owner for assigned distributors, translating regional strategy into country-level execution while ensuring a consistent customer experience.

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 Qualifications

• 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 remote.

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.

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

Travel Required:

50% of the Time

Shift:

Day

Duration:

No End Date

Job Function:

Sales