Distribution Sales Manager

We seek a proactive and highly organized Distributor Sales Manager to develop and manage relationships with current partners to drive sales for SPT Labtech. You will be responsible for providing support and training, managing the performance of existing partners, and identifying/onboarding new partners. You'll have experience in distribution sales management, strong communication and interpersonal skills, and a deep understanding of the sales process, essential for success.

You'll ideally be based in the south of the UK or mainland Europe with regular travel to Global HQ in Cambridge, UK.

About us:

We operate globally, with sites across the US, UK, mainland Europe, and Asian markets.

Based near Cambridge, UK, SPT Labtech creates products that revolutionize the way scientists work. For over two decades, our expert scientists, engineers, and business innovators have provided world-leading, innovative solutions for liquid handling, sample preparation, and sample management, accelerating research and making a real difference to human health. We collaborate closely with our customers, building trusted relationships to deliver exceptional, personalized experiences tailored to real-world challenges in the lab.

Want to be part of a team that’s truly making a difference?

Your key responsibilities will include:

• Managing the sales performance of existing partners and developing strategies to improve their sales and revenue to achieve mutual quarterly and annual business goals.
• Developing and maintaining strong relationships with partners and monitoring partner engagement and satisfaction.
• Providing daily support and training to partners to ensure success.
• Maintaining regular partner communication about relevant news to support their sales and marketing activities.
• Running regular business reviews, updating CRM constantly, and managing accurate channel partner forecasts.
• Managing transfer price lists and updating them in all currencies.
• Developing and implementing channel partner-specific tools and programs, such as training, marketing, and incentives.
• Working closely with SPT service and application support departments to support channel partners in closing business and maximizing end-users’ satisfaction.
• Working with local marketing to maintain a high level of engagement and local activities in line with SPT marketing tools and rules.
• Measuring and reporting on the performance of channel partners, using metrics and CRM tools and processes.
• Identifying and resolving conflicts and challenges within the channel.
• Providing support and guidance to partners on product and solution offerings.
• Monitoring industry trends and staying up to date on competitors and market conditions.
• Identifying and onboarding new channel partners.
• Managing annual distribution contract renewals.
• Traveling within distribution territories (maximum 30% travel) and to UK Head office.
• Attending industry events, conferences, or local sales meetings to build relationships and promote the company.
• Representing the company professionally, ethically, and morally always. Knowing how to present the company, its history, its culture, its strategy, and all associated skills.
• Achieving advanced technical product knowledge and applications on the product lines distributed.
• Knowing how to position SPT solutions in relation to end-users' workflows and explaining the benefits of the proposed solutions using all available communication tools (website, brochure, slide deck, application notes, videos).
• Having a perfect command of the products and services programs and knowing how to propose global solutions (cross-selling).
• Ensuring that application knowledge is maintained at an optimal level by relying on support functions (training, binomial tour, e-Learning).
• Must have excellent communication skills and the ability to influence our partners to achieve objectives.

Skills & Attributes

You are:

• Ideally based in the UK (Cambridge/London/Oxford) or mainland Europe.
• Bachelor’s degree (B.S. / B.A.) in Life Sciences, e.g., Molecular Biology or Structural Biology.
• Distributor Management expert: The position requires a minimum of 5 years of successful channel management experience in Europe, with at least three years of successful sales experience in the Life Science R&D field.
• Lab Automation Sales expert: Experience in selling Lab Automation / capital equipment is mandatory. Liquid Handling or Sample Management expertise will be a real plus.

The essentials:

• Proficiency in customer relationship management (CRM) software.
• Strong verbal and written communication skills, with experience presenting to partners and stakeholders.
• Strong problem-solving and negotiation skills.
• Time management and organizational skills.
• Ability to work independently and as part of a team and to work from a home-office environment.
• Flexibility and adaptability to change.
• A desire to learn and grow in the channel management field.
• Must be fluent in English.

Our commitment to you:

You’ll be working with smart professionals in a motivated and driven team.

We offer a competitive salary package and commission with a comprehensive, valued benefits package.

We embrace diversity and inclusivity, regardless of race, ethnicity, gender, gender identity, sexual orientation, physical ability, or family status. We prioritise supporting our employees' diverse needs as we strive for excellence together.