The Role
Manages distributor channel strategy, partner recruitment, capability development, commercial execution, demand generation, and continuous improvement. Builds distributor relationships, drives sales targets, improves forecasting and pipeline discipline, identifies market expansion opportunities, and delivers coaching and training. Requires extensive travel within China and collaboration across sales, marketing, and customer-facing teams.
Summary Generated by Built In
Key ResponsibilitiesChannel Strategy & Development
- Develop and execute channel strategies aligned with business growth objectives.
- Identify, recruit, evaluate, and optimize distributor partners to improve market coverage and business performance.
- Build and maintain strong relationships with key distributor stakeholders to ensure long-term business success.
- Continuously assess distributor performance and implement improvement plans where needed.
- Establish and drive best-in-class distributor management practices and operating standards.
- Enable distributors to develop strong sales, marketing, opportunity management, and customer engagement capabilities.
- Drive adoption of standardized sales processes, forecasting discipline, and funnel management practices.
- Deliver coaching, training, and development programs to improve distributor effectiveness and productivity.
- Partner with distributors to create and execute business plans that support growth objectives.
- Monitor business performance and drive corrective actions to achieve sales targets.
- Identify growth opportunities through market analysis, customer insights, and competitive intelligence.
- Support strategic initiatives, key customer projects, and market expansion opportunities.
- Collaborate with marketing teams and distributors to develop effective demand generation programs.
- Support execution of customer events, campaigns, and promotional activities.
- Ensure alignment between commercial strategy and channel marketing efforts to maximize business impact.
- Utilize DBS tools and problem-solving methodologies to improve channel effectiveness and operational performance.
- Drive data-driven decision making through business reviews, performance metrics, and opportunity analysis.
- Champion a culture of accountability, execution excellence, and continuous improvement throughout the channel network.
QualificationsEssential Requirements
- Bachelor’s degree or above.
- Minimum 5 years of experience in channel management, sales management, business development, or related commercial functions.
- Proven experience managing and developing distributor networks.
- Strong communication, influencing, and stakeholder management skills.
- Demonstrated ability to drive execution and deliver measurable business results.
- Strong analytical and problem-solving capabilities.
- Results-oriented mindset with a high level of accountability and ownership.
- Willingness to travel extensively within China.
- Experience in Life Sciences, Diagnostics, Medical Devices, Laboratory Equipment, Industrial Equipment, or related industries.
- Experience leading distributor capability development programs.
- Knowledge of commercial excellence processes, pipeline management, and sales operating systems.
- Exposure to DBS, Lean, Kaizen, or continuous improvement methodologies is a plus.
- Distributor & Partner Management
- Commercial Excellence
- Strategic Thinking
- Communication & Influence
- Execution Excellence
- Problem Solving
- Growth Mindset
- Customer Focus
- Continuous Improvement
- Cross-functional Collaboration
- Achievement of revenue and growth targets
- Distributor performance improvement
- Channel coverage and market expansion
- Distributor capability development effectiveness
- Pipeline and forecast accuracy
- Commercial process adoption and execution quality
- Customer acquisition and market penetration
Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.
For more information, visit www.danaher.com.
Skills Required
- Bachelor's degree or above
- At least 5 years of experience in channel management, sales management, business development, or related commercial functions
- Proven experience managing and developing distributor networks
- Strong communication, influencing, and stakeholder management skills
- Ability to drive execution and deliver measurable business results
- Strong analytical and problem-solving capabilities
- Results-oriented mindset with accountability and ownership
- Willingness to travel extensively within China
- Experience in life sciences, diagnostics, medical devices, laboratory equipment, industrial equipment, or related industries
- Experience leading distributor capability development programs
- Knowledge of commercial excellence processes, pipeline management, and sales operating systems
- Exposure to DBS, Lean, Kaizen, or continuous improvement methodologies
Danaher Corporation Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Danaher Corporation and has not been reviewed or approved by Danaher Corporation.
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Healthcare Strength — Healthcare coverage is described as comprehensive, including medical plan options alongside dental, vision, life, disability, and mental health support. Wellness initiatives and support programs such as an EAP and vaccination or fitness offerings add breadth beyond core insurance.
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Retirement Support — Retirement benefits include a 401(k) plan with employer matching and options such as pre-tax and Roth contributions. Broader financial rewards such as performance bonuses and access to equity or an employee stock purchase plan are also described.
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Parental & Family Support — Parental leave and family-building support are described as available, including maternity and paternity leave and fertility assistance. Childcare and eldercare support are also highlighted as part of the overall package.
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The Company
What We Do
Danaher is a global science and technology innovator committed to helping our customers solve complex challenges and improve quality of life around the world. A global network of more than 25 operating companies, we drive meaningful innovation in some of today’s most dynamic industries through our operating companies in four strategic platforms: Life Sciences, Diagnostics, Water Quality and Product Identification. The engine at the heart of our success is the Danaher Business System (DBS), a set of tools that enables continuous improvement around lean, growth and leadership. Through the ingenuity of our people, the power of DBS and the impact of our meaningful technologies, we help realize life’s potential in ourselves and for those we serve.
