As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters' innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters' passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
We are the people who give possibilities purpose
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it's no small feat. It takes the imagination and passion of all of us-from design and engineering to the manufacturing and marketing of our billions of MedTech products per year-to look at the impossible and find transformative solutions that turn dreams into possibilities.
Job Description
The Distribution Channel Manager is responsible for developing, managing, and optimizing relationships with channel partners to ensure the effective promotion of Waters Biosciences EMEA products across indirect markets. The role is accountable for building a high-performing distributor network aligned with the commercial strategy of Waters Biosciences, while driving revenue growth, improving channel commercial capability, and ensuring consistency with regional pricing, governance, and go-to-market standards.
Responsibilities
- Own and evolve the Waters Biosciences EMEA indirect channel strategy across ~80+ distributors, with differentiated approaches aligned to market archetypes.
- Identify and act on performance, capability, and revenue optimization gaps across the partner network, including wholesaler and comparable channel relationships.
- Design and deliver structured commercial training for distributors including but not limited to product knowledge, value-based selling, pricing compliance, and use of Waters Biosciences commercial tools.
- Maintain and develop the distributor enablement portal, ensuring timely access to marketing collateral, application support, and technical materials.
- Serve as the primary escalation point for distributor commercial performance issues, bridging local and regional needs with EMEA functional teams.
- Enforce distributor pricing in line with the EMEA Pricing Policy, and support deal structuring, tender support, and volume commitment tracking with Commercial Excellence and regional teams.
- Build and maintain reporting tools providing visibility of distributor performance, pipeline, and revenue trends; present analytics and recommendations to EMEA leadership.
- Implement a structured approach to distributor opportunity tracking to improve forecasting accuracy and commercial transparency.
- Partner cross-functionally with country/ hub leaders, regional commercial teams, marketing, technical service, and application specialists to align channel strategy with local priorities and ensure distributors are properly supported.
- Drive evolution of the channel model, including indirect-to-direct/hybrid transitions, identification of new partners in frontier and emerging markets, and development of a distributor success framework (tiering, performance criteria, incentives).
Preferred Requirements- Significant commercial, channel management, or sales leadership experience in life sciences or medtech, with a demonstrated track record of improving distributor or channel partner performance.
- Deep knowledge of life sciences commercial environments (research and clinical lab segments), including instrument and consumable-based revenue models and how indirect channels interact with each.
- Proven experience managing distributor or channel networks across diverse EMEA markets, including emerging or frontier market environments.
- Strong commercial acumen, i.e. pricing governance, discount management, GP-based frameworks, and performance analytics, with CRM (Salesforce preferred) and BI tool (Power BI or equivalent) fluency.
- Ability to influence across cross-functional, cross-cultural teams, with strong communication and senior leadership presentation skills; familiarity with life sciences regulatory and compliance requirements an advantage.
- Degree in Business, Life Sciences, or related field (or equivalent experience); fluent in English (additional European, Arabic, or regional languages a plus); willing to travel up to 30%.
Why Join Us?To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you'll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
Required Skills
Optional Skills
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Primary Work LocationESP San Agustin del Guadalix
Additional LocationsDEU Heidelberg - Tullastrasse, FRA Grenoble
Work ShiftAt BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "
Our Commitment to You."
Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.
Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.
Salary Range Information€59 200,00 - €94 750,00 EUR Annual
