We are currently seeking a Director of Global Distribution to join our team and further Synthego's partnerships and strategic alliances with pharmaceutical, biotech, and academic partners and customers. The Global Distribution Manager will support the planning, development and execution of the global distribution channel strategy within Synthego. This will include delivering the financial goals and objectives via this channel to market, coordination and oversight of the varying regional needs for this channel, support the training and development of channel partners, and routine monitoring and assessment for channel optimization. This role will provide ongoing direction to current and future distributors within the associated regions as assigned (NA, LA, EMEA, APAC) in collaboration with the Commercial Managers of those respective region(s).
The Global Distribution Manager will have responsibility for:
Opening up new global markets
Identification, interviewing, selection of distributors and contract execution
Deliver the quarterly commercial and financial goals for this commercial channel
Development and creation of distribution effectiveness metrics
Development and oversite of distribution training and support
Establishment of scalable distribution contract structures
Associated selection and incentive approaches to optimize this channel
The Global Distribution Manager must have experience in global distribution management as well as experience in matrix management of regional distribution management personnel. This leader must have a demonstrated successful track record, competence in distribution contract development and negotiations, and ability to set global strategies and refine them into tactical regional execution plans. The role holder must be a leader but also a team player possessing the flexibility to matrix manage resources with various regional commercial Managers, actively contribute in account support and management of channel conflict, to support new business development activities, and to quickly adapt and flexibly revise approaches based upon new inputs to the business.
The Global Distribution Manager will be a part of the commercial leadership team and will work closely with other commercial leadership, strategic and tactical marketing resources, in addition to operational and finance colleagues to deliver wider divisional objectives.
It is anticipated that the role will require a travel commitment of >60% in team and customer facing activities, as well as travel to Synthego domestic and international offices when necessary.
What You'll Do
Achieve the global distribution financial and strategic business objectives.
Build and execute a plan to add distribution partners in regions identified for expansion. Includes finding, interviewing, selection/deselection, and management of contract execution for distribution of Synthego products.
Support the annual sales plan by providing input and direction on regional performance expectations and forecasting inclusive of: revenue, margin performance and opex investments to support the delivery of distribution channel financial growth targets. Includes sales by distributor, by region, and by product category.
Continuously develop and improve the global distribution network and business impact thru selection, management, support and governance measures. Includes PIP and replacement of underperforming distribution partners as needed.
Monitor and sustains a superior level of customer support and satisfaction
Work closely with management and colleagues in the Commercial Leadership Team and associated Marketing team to ensure distribution initiatives are supported to maximize revenue opportunities.
Continuously analyze and evaluate the effectiveness of distribution initiatives to ensure that forecast visibility is clear and that revenue goals are met.
Develop and coordinate the sales selling cycle and methodology and develop process harmonization and best practice sharing with distribution partners and the Commercial Team.
Provide management, coaching and direct support to regional distribution management and assist in the recruitment, development and coaching of this team.
Represent the company at various business meetings and conferences to promote the company and promote positive relations with suppliers, customers and other stakeholders.
Monitor competitor products and sales activities.
Minimum 5 years of experience in management of global distribution (technical scientific products) with demonstrated success.
Experience in matrix management of sales personnel to achieve collective business goals.
Demonstrable sales methodology, coaching and mentoring skills
Experience developing and managing distributors to achieve sales operating plans.
Experience in negotiation and active management of comprehensive distribution agreements across multiple regions and geographies.
Results focused, able to gather business critical information on which to base judgement and decide priorities.
Ability to navigate challenging channel conflict situations between distributors and / or Synthego's direct sales resources.
Ability to champion ideas, gain agreement and influence change and improvements.
Demonstrated ability to build relationships internally and externally at all levels of an organization including the management of executive relationships
Excellent communication skills that focus on clarity and simplicity, both written and oral with ability to relate to all levels of the business. Fluent in English, both verbal and written communications.
A BS degree level or higher in the life sciences
Excellent listening and team management/people skills
Self-starter and independent worker with the energy and drive to take on tough challenges and see them through to conclusion
Experience of working in a fast-moving dynamic organisation.
Excellent time management and organizational skills.
Company Benefits & Perks
Generous equity at an early stage company
Robust medical, dental and vision benefits
Fully stocked kitchen and snacks
Free catered lunches and dinners
4x daily Shuttle bus to & from San Francisco
Synthego's vision is to turn biology into an information science, with the ultimate goal of dramatically extending the healthy human lifespan.
Synthego builds advanced bioinformatics and automated hardware platforms to create next-generation molecular biology tools, starting with full-stack genome engineering.
These world-class tools accelerate basic scientific discovery, critical disease cures and novel synthetic biology applications to improve and prolong life.