Key Responsibilities

Channel Strategy & Development

• Develop and execute channel strategies aligned with business growth objectives.
• Identify, recruit, evaluate, and optimize distributor partners to improve market coverage and business performance.
• Build and maintain strong relationships with key distributor stakeholders to ensure long-term business success.
• Continuously assess distributor performance and implement improvement plans where needed.

Distributor Capability Building

• Establish and drive best-in-class distributor management practices and operating standards.
• Enable distributors to develop strong sales, marketing, opportunity management, and customer engagement capabilities.
• Drive adoption of standardized sales processes, forecasting discipline, and funnel management practices.
• Deliver coaching, training, and development programs to improve distributor effectiveness and productivity.

Commercial Execution & Growth

• Partner with distributors to create and execute business plans that support growth objectives.
• Monitor business performance and drive corrective actions to achieve sales targets.
• Identify growth opportunities through market analysis, customer insights, and competitive intelligence.
• Support strategic initiatives, key customer projects, and market expansion opportunities.

Marketing & Demand Generation

• Collaborate with marketing teams and distributors to develop effective demand generation programs.
• Support execution of customer events, campaigns, and promotional activities.
• Ensure alignment between commercial strategy and channel marketing efforts to maximize business impact.

Continuous Improvement

• Utilize DBS tools and problem-solving methodologies to improve channel effectiveness and operational performance.
• Drive data-driven decision making through business reviews, performance metrics, and opportunity analysis.
• Champion a culture of accountability, execution excellence, and continuous improvement throughout the channel network.

Qualifications

Essential Requirements

• Bachelor’s degree or above.
• Minimum 5 years of experience in channel management, sales management, business development, or related commercial functions.
• Proven experience managing and developing distributor networks.
• Strong communication, influencing, and stakeholder management skills.
• Demonstrated ability to drive execution and deliver measurable business results.
• Strong analytical and problem-solving capabilities.
• Results-oriented mindset with a high level of accountability and ownership.
• Willingness to travel extensively within China.

Preferred Qualifications

• Experience in Life Sciences, Diagnostics, Medical Devices, Laboratory Equipment, Industrial Equipment, or related industries.
• Experience leading distributor capability development programs.
• Knowledge of commercial excellence processes, pipeline management, and sales operating systems.
• Exposure to DBS, Lean, Kaizen, or continuous improvement methodologies is a plus.

Critical Competencies

• Distributor & Partner Management
• Commercial Excellence
• Strategic Thinking
• Communication & Influence
• Execution Excellence
• Problem Solving
• Growth Mindset
• Customer Focus
• Continuous Improvement
• Cross-functional Collaboration

Success Measures

• Achievement of revenue and growth targets
• Distributor performance improvement
• Channel coverage and market expansion
• Distributor capability development effectiveness
• Pipeline and forecast accuracy
• Commercial process adoption and execution quality
• Customer acquisition and market penetration