Overview

Role Overview

The Regional Distribution Channel Manager is responsible for driving commercial growth and strengthening distributor performance across assigned territories for Waters Applied Markets product lines, including VICAM and ERA.

This role develops strategic distributor business plans, builds high-performing channel partnerships, and works cross-functionally to accelerate revenue growth, improve forecast visibility, and expand market coverage. As the primary commercial interface between Waters and its distributors, the Regional Distribution Channel Manager ensures consistent execution of commercial strategy while delivering an outstanding customer experience.

Responsibilities

• Develop and execute strategic distributor business plans aligned with regional growth objectives.
• Build and strengthen distributor partnerships to drive revenue growth, profitability, market penetration, and customer satisfaction.
• Conduct business reviews and manage distributor performance through forecasting, pipeline management, and commercial execution.
• Manage and grow assigned strategic direct accounts while ensuring alignment with the regional channel strategy and minimizing channel conflict.
• Identify and develop new business opportunities, strategic projects, and market growth initiatives.
• Coordinate product, commercial, and application training to strengthen distributor capabilities.
• Collaborate cross-functionally to execute commercial initiatives and deliver outstanding customer experience.
• Gather and communicate market intelligence, including competitive activity, customer feedback, industry trends, and regulatory developments, to support commercial strategy and portfolio growth.

Qualifications

Education

• Bachelor’s degree in Business, Chemistry, Life Sciences, Engineering, or a related field required.
• MBA or advanced technical degree preferred.

Experience

• 5+ years of experience in channel management, distributor management, business development, or technical B2B sales.
• Demonstrated success managing indirect sales channels across multiple countries or regions.