Senior Distribution Manager
About the role
The Senior Distribution Manager - Bioprocessing Sales, Distribution Management role is fully remote, offering flexibility to work from any location with reliable internet access, preferably on the East Coast.
Responsibilities
Develop and execute regional distribution sales strategies to expand market penetration and revenue growth.
Define and align distributor targets, KPIs, and expectations (e.g. sales targets, forecasting accuracy, service levels, payment terms).
Manage sales delivery and forecasting for designated distributors, ensuring transparency and accuracy.
Ensure optimal stock levels at distributor warehouses, avoiding overstocking and supply disruptions.
Recruit, evaluate, and contract new distributors in line with regional strategy.
Lead structured onboarding and offboarding processes for distributors.
Manage and grow a portfolio of existing partners, ensuring continuous performance improvement and compliance with company policies.
Resolve conflicts and operational challenges with distributors to maintain productive, long-term partnerships.
Plan, coordinate, and manage distributor training and enablement programs, including product, application, sales process, and compliance training.
Ensure effective utilization of internal support resources (e.g. SMEs, application specialists, service teams, customer support).
Act as the primary interface between distributors and internal teams to ensure timely and high-quality support.
Identify capability gaps within distributor organizations and implement targeted training or coaching plans.
Ensure distributors are service-ready in collaboration with the company’s service organization.
Collaborate closely with Marketing to develop and execute partner marketing programs, campaigns, and sales tools.
Work with SMEs, Product Management, and Service teams to support complex sales opportunities and customer needs.
Develop annual regional distributor business plans, including sales, marketing, and business development activities.
Requirements
Education: Bachelor’s degree in a relevant field (e.g., Bioengineering, or related discipline); advanced degree preferred.
Experience: Minimum of 3-5 years of sales experience within the life sciences or pharmaceutical industry, with a proven track record of driving revenue and profit growth in complex sales environments.
Industry Knowledge: Strong understanding of customer needs, competitive landscape, and market dynamics across drug discovery, drug manufacturing/QC, and cell & gene therapy segments within biotech/biopharma.
Demonstrated success leading and developing high-performing global sales teams, including talent development, coaching, performance management, and problem resolution.
Exceptional core selling skills (prospecting, funnel management, closing, consultative and technical selling, creating customer value, and delivering effective sales presentations).
Strategic & Analytical Skills: Excellent strategic thinking, problem-solving, and analytical abilities.
Outstanding communication, negotiation, presentation, and public-speaking skills, with demonstrated effectiveness across a wide range of audiences.
Ability to work collaboratively across departments and with international teams, including Executive Leadership; strong track record of effective cross-functional partnership.
Willingness and ability to travel across North America approximately 30% of the time to meet business objectives.
Fluency in Portuguese is a plus.
Qualifications
Strong interpersonal and communication skills.
Proven ability to build and maintain strong relationships with external partners.
Excellent organizational and project management skills.
Ability to manage multiple priorities and deadlines effectively.
Strong analytical and problem-solving skills.
Ability to work independently and as part of a team.
Knowledge of bioprocessing and biotechnology industry.
Skills
Strategic thinking and planning.
Effective communication and negotiation skills.
Collaboration and teamwork.
Customer relationship management.
Product knowledge and expertise.
Technical selling and consultative selling.
Performance management and coaching.
Market analysis and forecasting.
Benefits
Performance-related bonus.
Medical, dental and vision insurance.
401(k) matching plan.
Life insurance, as well as short-term and long-term disability insurance.
Employee assistance programs.
Paid time off (PTO).