Biocare Channel Partner Manager, Latin America

Location: São Paulo, SP - Brazil

The Biocare Channel Partner Manager, Latin America, is accountable for profitable, sustainable growth through Agilent's Biocare Medical’s distributor network across Latin America and the Caribbean. The role develops capable, compliant, and commercially effective partners that can position, sell, implement, and support integrated pathology workflow solutions. The manager serves as the primary business owner for assigned distributors, translating regional strategy into country-level execution while ensuring a consistent customer experience.

• Develop and execute a regional channel strategy, including country priorities, partner coverage, growth plans, and resource allocation.

• Own distributor performance against revenue, margin, pipeline, forecast, product-mix, and execution objectives; lead regular business reviews and corrective action plans.

• Build trusted relationships with distributor owners, commercial leaders, sales teams, application specialists, and service organizations.

• Drive opportunity creation and conversion by strengthening funnel discipline, account planning, competitive positioning, tender strategy, and deal execution.

• Enable partners through onboarding, product and workflow training, sales tools, launch plans, certification expectations, and ongoing coaching.

• Coordinate with Sales, Marketing, Product Management, Applications, Service, Customer Support, Regulatory, Quality, Finance, Legal, and Supply Chain to resolve barriers and improve partner effectiveness.

• Create country-specific demand-generation plans, including campaigns, webinars, workshops, congresses, reference-site development, and key-opinion-leader engagement.

• Support complex solution sales spanning instruments, primary antibodies, detection systems, ancillary reagents, and molecular pathology applications.

• Monitor market, competitor, reimbursement, regulatory, tender, and application trends, and translate insights into commercial actions.

• Manage partner lifecycle activities, including assessment, appointment, contracting, onboarding, performance review, remediation, renewal, and transition when required.

• Ensure partner adherence to company policies, ethical business practices, quality expectations, contractual obligations, and applicable anti-corruption requirements.

• Maintain accurate CRM, pipeline, forecast, partner-plan, and activity records; provide concise regional updates and risk visibility to leadership.

• Travel throughout the region to work directly with distributors, customers, laboratories, and industry stakeholders.

• Bachelor's degree in life sciences, pathology, molecular biology, biomedical science, business, or a related field; equivalent relevant experience may be considered.

• 8+ years of progressive experience in channel management, distributor sales, commercial leadership, or partner enablement within life sciences, diagnostics, anatomic pathology or molecular pathology.

• Demonstrated success managing distributors across multiple countries and delivering growth through an indirect sales model.

• Working knowledge of pathology workflows, including the ability to discuss laboratory needs, workflow value, and solution-level differentiation with commercial and technical stakeholders.

• Strong commercial acumen in forecasting, pipeline management, pricing, negotiation, business planning, and performance management.

• Ability to lead through influence in a matrixed, cross-functional, and multicultural environment.

• Excellent written and verbal communication, presentation, relationship-management, and executive-engagement skills.

• Fluency in English and Spanish.

• Ability and willingness to travel approximately 40-50% within Latin America and the Caribbean, subject to business needs.

• Experience with immunohistochemistry (IHC), in situ hybridization (ISH/FISH), automated slide staining, primary antibodies, detection systems, molecular pathology, or related laboratory workflows.

• Experience selling integrated instrument, reagent, software, service, and application solutions through distribution partners.

• Knowledge of Latin American regulatory pathways, public and private purchasing models, tenders, importation, and distributor compliance requirements.

• Experience leading partner segmentation, capability assessments, certification programs, or distributor transformation initiatives.

• MBA, advanced scientific degree, or formal commercial/channel-management training.