Role Overview
We are seeking an experienced International Channel Manager to build, manage, and optimize our global distributor network for medical / IVD products. This role focuses on distributor performance management, market development strategy, and long-term partner capability building.
Key Responsibilities
- Manage and develop global distributor partners across key regions (e.g. Japan, APAC, Europe)
- Establish distributor selection criteria, KPI, and performance review mechanisms
- Drive distributor enablement including training, joint customer visits, and market development plans
- Monitor pricing structure, discount policy, and channel compliance
- Identify underperforming distributors and lead improvement or termination plans
- Act as the key internal bridge between distributors and HQ (RA, R&D, Marketing)
Qualifications
- 8+ years of B2B international sales or channel management experience
- Proven experience managing distributors (not direct sales only)
- Background in medical devices, IVD, IVF, or life sciences preferred
- Experience working with regulated markets
- Strong cross-cultural communication and negotiation skills
- Fluent English required; additional languages a plus
What We Value
- Ability to build distributor capability, not just close deals
- Structured thinking in channel strategy and execution
- Willingness to make tough decisions with distributors when needed
