Channel Partner Manager, Latin America

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Develop and implement a regional channel strategy that encompasses country priorities, partner coverage, growth initiatives, and resource distribution.

• Oversee distributor performance in relation to revenue, margin, pipeline, forecasts, product mix, and execution goals; conduct regular business reviews and devise corrective action plans.

• Establish trusted relationships with distributor owners, commercial leaders, sales teams, application specialists, and service organizations.

• Foster opportunity creation and conversion through disciplined funnel management, account planning, competitive positioning, tender strategies, and deal execution.

• Equip partners with the necessary tools through onboarding, product and workflow training, sales resources, launch plans, certification expectations, and ongoing coaching.

• Collaborate with Sales, Marketing, Product Management, Applications, Service, Customer Support, Regulatory, Quality, Finance, Legal, and Supply Chain teams.

• Develop country-specific demand-generation strategies, including campaigns, webinars, workshops, congresses, reference-site development, and engagement with key opinion leaders.

• Assist in complex solution sales covering instruments, primary antibodies, detection systems, ancillary reagents, and molecular pathology applications.

• Observe market trends, competitor activities, reimbursement policies, regulatory changes, tender processes, and application developments, translating insights into commercial strategies.

• Manage partner lifecycle processes, including evaluation, appointment, contracting, onboarding, performance review, remediation, renewal, and transition.

• Ensure partners adhere to company policies, ethical business practices, quality standards, contractual obligations, and anti-corruption regulations.

• Maintain accurate records in CRM systems, pipeline management, forecasts, partner plans, and activities; provide regional updates and risk assessments to leadership.

• Travel across Latin America and the Caribbean to engage directly with distributors, customers, laboratories, and industry stakeholders.

⛳️ Requirements

• Bachelor's degree in life sciences, pathology, molecular biology, biomedical science, business, or a related field; relevant equivalent experience may be considered.

• Over 8 years of progressive experience in channel management, distributor sales, commercial leadership, or partner enablement within life sciences, diagnostics, anatomic pathology, or molecular pathology sectors.

• Proven track record in managing distributors across multiple countries and achieving growth through an indirect sales model.

• Familiarity with pathology workflows, including the ability to articulate laboratory needs, workflow value, and solution-level differentiation to commercial and technical stakeholders.

• Strong commercial acumen in areas such as forecasting, pipeline management, pricing strategies, negotiation, business planning, and performance management.

• Capacity to lead through influence within a matrixed, cross-functional, and multicultural environment.

• Excellent skills in written and verbal communication, presentation, relationship management, and engagement with executives.

• Proficiency in both English and Spanish.

• Willingness to travel approximately 40-50% within Latin America and the Caribbean, depending on business needs.

• Experience with immunohistochemistry (IHC), in situ hybridization (ISH/FISH), automated slide staining, primary antibodies, detection systems, molecular pathology, or similar laboratory workflows.

• Background in selling integrated instruments, reagents, software, service, and application solutions through distribution partners.

• Understanding of Latin American regulatory pathways, public and private purchasing frameworks, tenders, importation processes, and distributor compliance requirements.

• Experience leading partner segmentation, capability assessments, certification initiatives, or distributor transformation projects.

🏝️ Benefits

• Option to work remotely.

• Full-time weekly schedule.

• Equal opportunity employment.