About this role
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
Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.
For more information, visit www.danaher.com .