The Opportunity:
The Vice President, Global Channel Management is a strategic executive leadership role responsible for building, leading, and scaling Bioscience & Medtech Products (BMP) global channel management capability while driving growth through strategic channel partnerships.
This leader will develop and execute BMP’s global channel strategy, establish a standardized channel operating model, and create the governance, processes, and performance framework necessary to support a complex ecosystem of distributors and strategic commercial partners.
The Vice President will serve as the executive relationship leader for BMP's global VWR partnership while transforming the channel management function into a highly integrated business capability with a disciplined operating rhythm, clear governance structure, and strong focus on business growth.
The role will be responsible for creating visibility across all channel relationships by documenting partner responsibilities, product portfolios, regional operating models, contractual frameworks, and market coverage to ensure alignment, accountability, and effective channel execution.
Working closely with Commercial, Product Management, Supply Chain, Finance, Operations, and Regional Leadership teams, this executive will ensure channel strategies are aligned with BMP's global growth objectives while establishing the foundation for future expansion into additional channel partnerships, new end markets, and regional channel leadership structures. The Vice President will serve as the architect of BMP's global channel ecosystem, balancing strategic growth, operational excellence, governance, and partner enablement to create a scalable channel management function capable of supporting the organization's long-term growth ambitions.
MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)
Strategic Leadership & Channel Transformation
- Establish a scalable global channel management operating model that supports current business objectives and future growth.
- Build and lead a best-in-class channel management function aligned with BMP's commercial strategy and corporate objectives.
- Partner with executive leadership to identify opportunities to expand strategic channel partnerships and accelerate market growth.
- Develop multi-year strategic roadmaps supporting channel growth, revenue expansion, market penetration, and business scalability.
- Assess current channel capabilities, organizational effectiveness, and partnership performance to identify strategic and operational gaps.
- Lead the transformation of BMP's channel management capability into an integrated, scalable business function supported by consistent governance, operating rhythms, tools, and performance standards.
Global Channel Strategy
- Serve as executive sponsor and relationship owner for the global VWR partnership, driving joint business planning, growth initiatives, governance reviews, and issue resolution.
- Serve as a central advisory resource for regional channel alignment to ensure continuity of the Avantor brand and prevent misalignment between VWR and BMP strategies that could undermine go-to-market execution.
- Partner with regional commercial leaders to execute consistent channel growth strategies across North America, Europe, Asia, Latin America, and emerging markets.
- Assess market and channel opportunities and recommend investments, partnerships, and commercial initiatives that drive sustainable business growth.
Channel Ecosystem Management
- Create and maintain enterprise-wide visibility across BMP's channel ecosystem, including distributors, dealers, resellers, and strategic partners.
- Develop and maintain a comprehensive inventory of channel relationships, including partner responsibilities, product portfolios, regional coverage, commercial structures, and operating models.
- Monitor channel alignment, partner participation, and product placement to ensure clear ownership, minimize overlap, and support effective market execution.
- Proactively identify, manage, and mitigate channel conflict risks while maintaining the integrity of commercial governance requirements and established firewalls.
- Ensure alignment across channel partners, regions, products, and customer segments to support a coordinated and effective go-to-market approach.
- Evaluate the effectiveness of channel relationships and recommend improvements to enhance collaboration, accountability, and partner performance.
Operational Excellence and Escalation Management
- Lead resolution of complex channel-related business issues through cross-functional coordination and executive stakeholder engagement.
- Establish and govern formal escalation processes to address partner concerns, operational challenges, and customer-impacting issues.
- Identify systemic causes of channel performance gaps and drive corrective actions that improve operational effectiveness and partner experience.
- Evaluate channel support models, service levels, and operational processes to identify opportunities for increased efficiency, partner satisfaction, and business performance.
- Promote a culture of operational excellence and continuous improvement across the channel ecosystem.
Commercial Leadership
- Partner with BMP Product Management to develop channel-specific commercialization strategies and go-to-market plans.
- Work closely with BMP Sales Leadership to optimize market coverage, customer access, and revenue growth through channel partners.
- Support successful introduction and adoption of new products across strategic channel partnerships.
- Lead the development and execution of joint business plans with strategic channel partners to achieve shared revenue objectives, expand market reach, and accelerate growth across targeted products, regions, and customer segments.
- Monitor channel investment effectiveness and ensure resources are aligned to strategic business priorities.
Cross-Functional Collaboration
- Build and maintain trusted relationships with executive leaders across BMP and strategic channel organizations to drive alignment and accelerate business outcomes.
- Partner closely with BMP Commercial Leadership, Product Management, Operations, Supply Chain, Legal, and Regional Business Leaders to ensure organizational alignment and successful execution of channel strategies.
Performance Management & Accountability
Develop, implement, and oversee a comprehensive channel performance management framework that includes global KPIs, partner scorecards, executive dashboards, Quarterly Business Reviews (QBRs), revenue and profitability metrics, customer satisfaction measures, partner performance evaluations, and channel effectiveness reporting.
- Establish performance expectations and accountability mechanisms for strategic channel partners.
- Monitor performance against established targets and identify risks, opportunities, and areas for improvement.
- Conduct regular business reviews with strategic channel partners to assess performance, alignment, and growth opportunities.
- Analyze performance trends and business insights to inform strategic decisions and investment priorities.
- Recommend and implement corrective actions to improve partner performance and business outcomes.
- Provide executive leadership with actionable performance reporting and recommendations to support decision-making.
Organizational Development
- Build the long-term organizational structure and operating model for the Global Channel Management function.
- Define future leadership capabilities, competencies, and resource requirements needed to support global expansion.
- Develop recommendations for regional channel management structures and support models.
- Create a multi-year roadmap for expanding channel management capabilities beyond the VWR partnership and into additional strategic partners, channels, and end markets aligned with business unit strategy
- Develop a scalable organizational framework that evolves with BMP's channel strategy and business growth objectives.
QUALIFICATIONS (Education/Training, Experience and/or Certifications)
Education
- Bachelor's degree in Business, Life Sciences, Engineering, Supply Chain, or a related field required.
- Master's degree in Business Administration (MBA) or related discipline is strongly preferred.
- Advanced coursework or executive education in strategic management, commercial leadership, channel management, or organizational transformation preferred.
Experience
- Minimum 15+ years of progressive leadership experience in channel management, commercial leadership, sales management, business development, strategic partnerships, or related functions.
- Minimum 10+ years of experience leading global, multi-region commercial organizations, channel programs, or strategic partner networks.
- Demonstrated success developing and implementing global channel strategies, operating models, and governance frameworks.
- Experience managing complex channel ecosystems that include distributors, resellers, dealers, strategic partners, and commercial alliances.
- Proven track record of building, transforming, or scaling channel management functions and operating structures within a growth-oriented organization.
- Significant experience leading executive-level relationships with strategic channel partners and negotiating complex commercial agreements.
- Experience identifying and resolving channel conflict while balancing customer, partner, and business objectives.
- Demonstrated success leading cross-functional initiatives involving commercial, product management, operations, supply chain, finance, and executive leadership teams.
- Experience developing market expansion strategies and driving revenue growth through indirect sales channels.
- Experience within life sciences, healthcare, medical technology, diagnostics, laboratory products, or other highly regulated industries preferred.
- Experience working in a global organization with responsibility across North America, Europe, AMEA, Latin America, and emerging markets preferred.
- Certifications
- Project Management Professional (PMP), Lean Six Sigma, Change Management, or related process improvement certification preferred.
KNOWLEDGE, SKILLS AND ABILITIES (Those necessary to perform the job competently)
Knowledge, Skills, and Abilities
- Deep knowledge of global channel management principles, partner ecosystems, and indirect sales models.
- Strong understanding of channel governance, commercial agreements, partner enablement, and channel performance management.
- Demonstrated ability to align diverse stakeholder groups and balance competing priorities within a complex business environment.
- Strong systems-thinking capability with the ability to connect commercial, operational, and strategic objectives across the enterprise.
- Expertise in developing and implementing scalable business processes, operating frameworks, and governance structures.
- Ability to assess complex channel landscapes and identify strategic growth opportunities, performance gaps, and operational risks.
- Strong business acumen with the ability to analyze revenue, profitability, market trends, channel effectiveness, and return on investment.
- Demonstrated ability to build strategic partnerships and influence executive stakeholders both internally and externally.
- Strong conflict resolution, negotiation, and relationship management skills.
- Ability to lead through influence and drive alignment across highly matrixed, global organizations.
- Exceptional strategic thinking, problem-solving, and decision-making capabilities.
- Strong executive presence with excellent verbal, written, and presentation skills.
- Ability to lead organizational change, transformation initiatives, and continuous improvement efforts.
- Proven ability to establish accountability, drive execution, and deliver measurable business results.
- Strong analytical and financial management skills, including forecasting, business planning, KPI development, scorecard management, and performance reporting.
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Avantor is proud to be an equal opportunity employer.
Why Avantor?
Dare to go further in your career. Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science.
The work we do changes people's lives for the better. It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor.
We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world. Apply today!
Pay Transparency:
The expected pre-tax pay for this position is
$192,500.00 - $324,300.00
Actual pay may differ depending on relevant factors such as prior experience and geographic location.
EEO Statement:
We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law.
If you need a reasonable accommodation for any part of the employment process, please contact us by email at recruiting@avantorsciences.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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Avantor offers a comprehensive benefits package including medical, dental, and vision coverage, wellness programs, health savings and flexible spending accounts, a 401(k) plan with company match, and an employee stock purchase program. Employees also receive 11 paid holidays, accrue 18 PTO days annually, are eligible for volunteer time off and 6 weeks of 100% paid parental leave (except in states that offer paid family leave). These benefits may not apply to employees covered by a collective bargaining agreement or those subject to other eligibility rules.