Biocare Channel Partner Manager, Latin America

Job Description

Biocare Channel Partner Manager

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.

Primary Responsibilities

• 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.

Qualifications

Required Qualifications

• 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.

Preferred Qualifications

• 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.

Additional Details

Travel Required:

Shift:

Duration:

Job Function:

About Agilent

As a global leader in laboratory and clinical technologies, we are passionate about bringing great science to life.

Our commitment to quality and innovation supports cutting-edge life science research, patient diagnostics, and ensures the safety of water, food, and pharmaceuticals. As scientists and clinicians pursue small, everyday advances and life-changing discoveries, we provide trusted answers to their most critical questions and challenges.

Leveraging more than 50 years of expertise, we create advanced instruments, software, and consumables supported by teams of highly skilled and knowledgeable people. With 18,000 employees around the world, our global reach and comprehensive solutions provide the most reliable and accurate results, as well as optimal scientific, economic, and operational outcomes. We work collaboratively with our customers on their journey to make a real difference in human lives. Our culture is founded on trust, respect, and uncompromising integrity, and we pride ourselves on being a dynamic and inclusive workplace that celebrates diversity and fosters innovation.

We can’t wait for you to join us as we continue our mission to improve the world around us. Information about Agilent is available at Agilent.com.