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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