Distribution Network Manager

    Andrew Alliance SA Published: July 24, 2018


    Responsibilities Include:

    • Prioritize markets and determine market entry strategies for new regions and for new and existing product portfolios.
    • Collect and analyze market data to generate distributor channel sales
    • Assign territories, set sales goals and ensure revenue targets of distributors are achieved.
    • Provide information, education, marketing and sales promotional support to distributors to ensure continual improvement.
    • Ensure distributors are equipped with the necessary sales skills to represent Andrew Alliance through coaching individuals in the field and personally observing the performance of distributors.
    • Assist distributors with client training as required.
    • Establish and enforce pricing and discount policies.
    • Prepare and execute annual reviews of distributors.
    • Develop and execute monthly and quarterly reports in a timely and efficient manner.
    • Prepare monthly sales forecasts
    • Develop and maintain relationships with key customers in each territory, while facilitating ongoing product training and support.

    Key relationships:

    • VP Sales
    • VP Marketing
    • Service Director
    • The sales, service and marketing teams
    • Key customers, business and channel partners, industrial and academic subject matter experts


    Person Specification:

    The role holder needs to be a driven and dynamic individual and a fast learner as well as an avid networker with good communication skills; capable of thinking strategically yet excellent in tactical implementation of programs, yet also very hands-on in all work aspects as part of a small team.

    Professional/Technical/Expertise and Personal Attributes:

    • At least Bachelor’s Degree in Biology or a related scientific discipline (Molecular Biology, Genetics, Microbiology, Immunology or Biochemistry); an MSc. qualification would be an asset.
    • Completion of an advanced degree in business and previous relevant business management responsibility with financial acumen is strongly desired, as well as a proven performance track record in strategic account selling and/or opportunity selling.
    • A significant number of years of relevant work experience in the industry ideally including liquid handling, lab automation, and workflow solutions, ELN Software experience would be an asset; application related competencies in Bioanalytics (using tools like LC/MS, Flow Cytometry, etc.) are a condition; experience with applications fields like Immune Oncology, Protein expression, and analysis or Genetics would be a real plus.
    • A capable team player adept at facilitating resources and obtaining support and buy-in across organizational boundaries including good project management skills ideally with experience in developing and delivering differentiated customer solutions into a competitive marketplace.
    • Is competent in taking calculated risks and has a strong desire to win business and establish long-term customer relationships.
    • Promotes company goals and ideals to customers, channel partners and the market in general.
    • Solid organizational skills and ability to set priorities/manage time effectively.
    • Excellent communicator with the ability to motivate distributors and effectively engage with customers.
    • Proven experience conducting market analysis and identifying new territories.
    • Ability to develop training programs for distributors
    • Fluent in English, any additional languages is a plus.
    • Excellent verbal and written communication skills.
    • Good self-organization and presentation skills.
    • Ability to work within a start-up, hands-on environment.
    • Willingness to travel Worldwide (up to 60%).
    • Ideal location: Geneva or Paris,  but home-office is a possible solution

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