Distributor Manager (Laboratory Equipment & Life Science)

Job Description:
 

Distributor Management & Development

• Manage, support, and expand the portfolio of distributors in the assigned region.
• Evaluate distributor performance regularly (sales results, pipeline, customer engagement, marketing activities).
• Negotiate distribution agreements, price lists, and annual targets.
• Ensure distributors comply with brand guidelines, commercial policies, and contractual obligations.
• Identify, onboard, and train new distributors when needed to strengthen coverage.
  
  Sales & Business Development
• Achieve and exceed sales targets by working closely with distributors to generate end-customer demand.
• Support distributors in acquiring new accounts in academia, pharma, diagnostics, and industrial labs.
• Conduct joint visits, product demonstrations, and customer presentations.
• Monitor market trends, competitor activity, and identify growth opportunities.
• Build sales forecasts and secure predictable revenue streams.
  
  Training & Enablement
• Provide product, application, and commercial training to distributor sales teams.
• Develop sales tools, presentations, and campaigns in collaboration with Marketing.
• Ensure distributors are confident in positioning the company’s standard laboratory product portfolio.
  
  Reporting & Coordination
• Report regularly on distributor performance, opportunities, and risks to management.
• Maintain accurate records in CRM regarding opportunities, contacts, and activities.
• Work cross-functionally with Product Management, Marketing and Customer Service to  resolve issues and accelerate business.

Professional experience & skills desired to have:

• Bachelor’s or Master’s degree in Life Sciences, Chemistry, Biochemistry, Engineering, or Business Administration.
• Proven track record of building successful distributor partnerships and achieving sales growth.
• Minimum 3–5 years of experience in sales, distributor management, or business development preffered in the laboratory, medical device, or life-science instrumentation market.
• Strong understanding of laboratory workflows, consumables, and instrumentation (preffered).
• Excellent negotiation, communication, and presentation skills.
• Strong analytical and problem-solving ability; capable of setting priorities in a fast-changing environment.
• Proficiency in CRM tools and Microsoft Office Suite.
• Fluency in English; additional European language(s) such as German or French is a strong plus.
• Willingness to travel (30–50%) across the assigned region.
• Entrepreneurial mindset with ownership of results.
• Strong relationship builder with distributors and end-customers.
• Strategic thinker combined with hands-on execution.
• Resilient, adaptable, and motivated by growth in challenging markets.

Benefits

• Performance bonus
• Medical subscription
• Extra days off
• Flexible work schedule
• Meal vouchers