Commercial Manager

Mackinnon Bruce International; Pennsylvania; On-site; USD 120,000 - 180,000; Full time

Job summary

Mackinnon Bruce International partners with a global leader to recruit an experienced Commercial Manager US for the Scientific Business Unit, driving commercial growth across the United States. This role leads direct sales, distribution channels, and strategic opportunities, collaborating with global product, marketing, and leadership teams to accelerate growth.

The successful candidate will build and manage distributor networks, lead pricing and contract discussions, and deliver strong

Qualifications

• Bachelor's degree in Life Sciences, Biotechnology, Engineering, or related field.
• 8+ years of experience in laboratory equipment or capital equipment sales.
• Proven success growing US commercial growth with distributors and indirect sales.
• Experience selling to research labs, universities, pharma, biotech, healthcare, or industrial sectors.
• Strong negotiation, leadership, communication, and analytical skills.
• Entrepreneurial, hands-on, execution-focused, thrives in a global matrix.

Responsibilities

• Lead direct sales initiatives and manage US commercial growth.
• Develop and manage distributor and channel partner networks.
• Strategize pricing, negotiations, and contract discussions.
• Forecast, pipeline development, and performance reporting.
• Represent the business at industry events and drive market awareness.
• Collaborate with global teams to accelerate growth.

Skills

Distributors management

Channel partners management

Negotiation

Leadership

Analytical skills

Communication skills

Entrepreneurial mindset

Execution-focused

Education

Bachelor's degree in Life Sciences or related field

MBA or advanced business qualification

Job description

Mackinnon Bruce are partnered with a global leader in laboratory, bioprocess, pharmaceutical, and life science technologies to find an experienced Commercial Manager US for their Scientific Business Unit to lead commercial growth across the United States

The Scientific Business Unit develops and delivers advanced laboratory instrumentation, containment, cold storage, and scientific workflow solutions that support research, biotechnology, pharmaceutical development, healthcare, and industrial laboratories worldwide.

The Role

As Commercial Manager, you will be responsible for the overall commercial success of the Scientific Business Unit in the US market. You will lead direct sales initiatives, develop and manage distribution channels, identify new market opportunities, and build strong relationships with key customers and stakeholders. You will work closely with global leadership, product management, and marketing teams to accelerate growth and enhance market penetration.

Key Responsibilities

• Develop and execute strategic sales plans to achieve revenue and profitability targets.
• Drive direct sales activities for scientific equipment, laboratory technologies, and related solutions.
• Build and maintain relationships with key accounts, including research institutions, biotech companies, pharmaceutical organizations, universities, hospitals, and industrial laboratories.
• Lead pricing strategy, commercial negotiations, and contract discussions.
• Manage forecasting, pipeline development, and sales performance reporting.
• Identify, recruit, and develop high-performing distributors and channel partners across the US.
• Establish clear performance metrics and growth expectations for channel partners.
• Monitor partner performance and implement corrective actions where necessary.
• Deliver product, application, and commercial training to distribution partners.
• Ensure alignment with brand positioning and commercial objectives.

Market Expansion & Business Development

• Analyze market trends, customer needs, and competitive activity to identify growth opportunities.
• Develop and execute go-to-market strategies for new product introductions.
• Collaborate with global marketing and product management teams to drive market awareness.
• Represent the business at industry events, conferences, exhibitions, and technical seminars.
• Strengthen brand visibility and market presence within the US scientific community.

Strategic & Operational Excellence

• Prepare annual commercial plans, budgets, and business forecasts.
• Provide regular business reviews and performance updates to senior leadership.
• Drive continuous improvement initiatives to enhance commercial effectiveness.
• Ensure compliance with applicable industry regulations and company policies.

Essential Qualifications

• Bachelor's degree in Life Sciences, Biotechnology, Engineering, or a related scientific discipline.
• 8+ years of experience in laboratory equipment, scientific instrumentation, or capital equipment sales.
• Demonstrated success driving commercial growth within the US market.
• Strong experience managing distributors, channel partners, and indirect sales networks.
• Proven ability to sell into research laboratories, universities, pharmaceutical, biotechnology, healthcare, or industrial sectors.
• Excellent negotiation, leadership, communication, and analytical skills.
• Entrepreneurial mindset with a hands-on, execution-focused approach.
• Ability to thrive within a global matrix organization.

Preferred Qualifications

• MBA or other advanced business qualification.
• Experience working with international manufacturers.
• Strong understanding of scientific research and laboratory workflows.

What’s in it for you

• Opportunity to lead commercial growth within a dynamic and expanding scientific business.
• Significant influence on market strategy and business performance.
• Exposure to innovative technologies supporting life science and healthcare advancement.
• Collaborative international environment with strong growth potential.
• Competitive compensation package and comprehensive benefits.