Channel Account Manager

About the role

This position is focused on developing and expanding channel sales for the AVITI system and associated consumables specifically within the Italian market. The hired individual will own the end-to-end sales cycle through a distributor network, acting as the primary commercial link between Element Biosciences and its partners. Success in this role is defined by the ability to build and maintain strong relationships with key distributors while driving consistent revenue against assigned targets. The position requires a proactive approach to identifying new opportunities within the Italian life science ecosystem and translating them into actionable sales plans. You will be responsible for managing the performance of existing partnerships and actively scouting for potential new channel allies. This role demands a high level of ownership over territory strategy and market penetration. You will serve as the critical voice in the field, gathering customer feedback and relaying insights to the leadership team to inform product and strategy. Ultimately, this role is pivotal in establishing Element Biosciences as a trusted partner through the Italian channel.

Key facts

What you'll do

You will research and qualify potential distributor partners across the Italian market using a structured sales methodology.

You will manage a portfolio of key accounts, ensuring strong commercial execution and adherence to forecast targets.

You will conduct product demonstrations and virtual or in-person presentations to decision makers at distributor organizations.

You will analyze competitor positioning and market dynamics to refine our channel strategy and messaging.

You will negotiate commercial terms and agreements to ensure mutually beneficial outcomes for both Element Biosciences and our partners.

You will build and maintain executive level relationships with distributor leadership to secure strategic alignment.

You will utilize Salesforce.com to maintain accurate records of all interactions, forecasts, and pipeline activities.

You will collaborate with internal stakeholders to support joint planning and resolve customer issues promptly.

You will forecast future revenue and provide updates on the health of the channel pipeline on a regular basis.

You will represent Element Biosciences at industry events and meetings to strengthen our channel presence.

You will mentor and guide internal teams on the nuances of the Italian distributor environment.

You will identify gaps in the current offering and communicate requirements for successful product adoption.

You will ensure all activities comply with company policies and regional regulations governing life science sales.

You will continuously seek feedback from distributors to drive improvements in our value proposition.

Requirements

The posting states a bachelor's degree requirement, and a degree in life science or biomedical engineering is required; an advanced degree is preferred. Significant sales management experience is required, with a strong preference for NGS Capital Sales experience. You must be an excellent communicator with prior experience working effectively with distributors and engaging customers in a professional setting. The ability to operate as a highly motivated self-starter who can think innovatively and work independently is required. Demonstrated organizational and time management skills are essential to manage multiple priorities in a fast-paced environment. Strong relationship and networking skills are required to lead through influence without direct authority. You must be commercially astute and possess strong negotiating skills to secure favorable partnership agreements. Proven experience conducting market analysis and identifying new business opportunities is required. A high level of business acumen specific to the Life Science tools market is mandatory for success in this position. You must be able to work effectively with people across different cultures and nationalities in a global organization. The ability to work effectively under pressure and manage tight deadlines is required. Drive and commitment to achieving personal and company goals are non-negotiable expectations. Fluency in English is required; additional regional languages are great to have for local engagement. Willingness to travel domestically and internationally is required to build relationships and support partners.

Nice to have

Knowledge of Salesforce.com is desirable for managing the pipeline and forecasting accurately.

Practical notes

The role may require flexible hours to support customers outside regular business hours.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.