Director, Global Channel Partnerships - Quincy, United States - BioIVT

Description

Job Description

BioIVT is a leading global provider of research models and value-added research services for drug discovery and development. We specialize in control and disease-state biospecimens including human and animal tissues, cell products, blood and other biofluids. Our unmatched portfolio of clinical specimens directly supports precision medicine research and the effort to improve patient outcomes by coupling comprehensive clinical data with donor samples. And as the premier supplier of hepatic products, including hepatocytes and subcellular fractions, BioIVT enables scientists to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes. By combining our technical expertise, exceptional customer service, and unparalleled access to biological specimens, BioIVT serves the research community as a trusted partner in elevating science.

The Director, Global Channel Partnerships, at BioIVT will play a pivotal role in driving revenue growth and market expansion through effective management of channel partners and distribution networks. Reporting to the VP, Global Sales, the Channel Manager will be responsible for developing and executing comprehensive channel strategies to optimize sales performance across all key market segments and regions. This includes managing, recruiting, and developing committed channel partners, as well as continually assessing partner needs and implementing strategies to enhance profitability and customer experience. The successful candidate will collaborate closely with cross-functional teams, including Marketing and Product Development, to ensure alignment of channel strategies with overall business objectives. Additionally, the Channel Manager will coordinate sales and technical training for partners, drive execution of 3rd party portals, and oversee the implementation of joint marketing programs and events to drive channel leads and deal progression. This position offers a unique opportunity to make a significant impact on the growth and success of our business within the biotechnology and life sciences industry.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Execute partner strategy to build and grow BioIVT presence across all key market segments and regions, including the Rest of World (ROW), to achieve business targets and accelerate growth. This will encompass Channel Partners, distributors, resellers, 3rd party Portals, and other relevant entities as necessary for the business.
• Manage, recruit, onboard, and develop committed, loyal, scalable channel partners regionally. Gather market data and identify untapped market potential.
• Continually assess, clarify, and validate partner needs. Track, measure, and report-out on channel effectiveness against targets and adjust programs and strategies as necessary.
• Understand our partners' businesses and develop strategies and incentives to make them more profitable through our partnership.
• Improve customer experience by managing, tracking, and ensuring execution of 3rd party portals globally, including those involved in import/export processes.
• Work cross-functionally internally to ensure messaging alignment, operational coordination, and clear communication of partner strategy.
• Partner with marketing to ensure the execution of programs and events to drive channel leads, pipeline, and deal progression. Develop joint messaging and value propositions that highlight mutually beneficial relationship and value to end customer, along with repeatable sales enablement programs and toolkits.
• Coordinate sales and technical training for partners as needed.
• Balance our internal services team for quality and program development with external partners for service delivery and scale.

QUALIFICATIONS

• Experience as a Channel partner and/or demonstrated progressive channel leadership experience.
• Experience building and managing channel programs in multiple regions and or territories.
• Demonstrable track record of success in channels strategic planning, owning sales targets and managing sales forecast.
• Experience building Channel Networks selling to Life Science customers.
• Experience driving "Go to Market" events and setting initiatives for Growth.
• Experience in a high-growth company. Strong ability to interact and influence effectively with executives and team members.
• Record of recruiting and enabling top talent.
• Ability to quickly understand technical concepts and explain them to audiences of varying technical expertise.
• High caliber, dynamic personality.
• Excellent time management and written/verbal communication skills.
• Ability to travel globally as needed.
• You share our values, and work in accordance with those values.
• 7+ years' experience selling and/or managing a sales teams' efforts bringing products similar to BioIVT's Portfolio to market.
• Bachelor of Science in a Life Science or Engineering, MBA preferred.

We offer a comprehensive benefit package for eligible team members including medical, dental, vision, short-term/long-term disability, life insurance, hospital indemnity and accident insurance. We also offer a generous retirement plan with a company match. Eligible employees also enjoy competitive time-off policies. We are a collaborative environment that promotes growth from within. Enjoy company-sponsored events for the entire team

We can't wait to work with you

We are an equal opportunity employer.