Channel Partner Manager (x2)

At AliveDx, we empower diagnostic insights, transform patient care, and innovate for life. With over 30-years in in-vitro diagnostics, we put the health of patients first by creating innovative solutions designed for faster diagnostic results. Alba–– our blood bank reagents portfolio–– and MosaiQ®–– one of the first multiplexing and multimodality automated testing platforms––are designed to make labs more efficient and clinical decision-making more effective. Our journey started as Alba Bioscience, and later, Quotient. Today, as AliveDx, we innovate for life.

Channel Partner Manager

AliveDx is recruiting for a Channel Partner to join the ALBA Commercial team, based near Edinburgh (EH26 0BF). The role is a full-time, permanent position working 37.5 hours per week and will involve approximately 10% international travel.

As Channel Partner, you will be responsible for managing and developing our international distributor network across Rest of World (RoW) markets within the Immunohematology business. You will play a key role in driving international sales growth by strengthening existing distributor relationships, identifying new business opportunities and establishing strategic partnerships in targeted markets.

Working closely with internal teams across Commercial, Marketing, Product Management, Regulatory Affairs, Quality, Supply Chain and Customer Service, you will ensure our distribution partners are supported to deliver sustainable business growth while operating in accordance with applicable regulatory requirements and quality standards.

YOUR MISSION

Your main responsibilities will include:

• Account Management
  • Serve as the primary point of contact for existing distribution partners across RoW markets
  • Build, maintain, and strengthen long-term relationships to maximise customer satisfaction and retention.
  • Ensure distributors meet their obligations for complaint handling, vigilance reporting, field safety corrective actions, traceability, and storage and transport conditions, in collaboration with Quality and Regulatory teams.
  • Monitor account performance, contract compliance, and forecast revenue from strategic distributor and direct accounts.Develop and agree annual joint business plans with each distributor, covering sales targets, forecasts, market activities and investment priorities.
• Business Development
  • Identify, evaluate, and secure new distributor partnerships in RoW markets aligned with the company’s strategic growth plans.
  • Lead the commercial onboarding of new partners, including negotiation of commercial terms, integration planning and training, working with the Contract Manager to implement new agreements.
  • Lead distributor due diligence and qualification in line with quality system requirements, with support from the Contract Manager, and own pricing and commercial terms with distributors.
  • Develop and execute market entry and expansion strategies in targeted geographies or product categories.
• Strategic Planning & Execution
  • Gather and consolidate feedback from distributors and end users on industry trends, product improvements, product configuration changes and new product needs, and share these insights with Life Cycle Management and other product teams to inform product roadmaps.
  • Collaborate with marketing and product management teams to develop customised go-to-market strategies for distributor channels in RoW markets.
  • Analyse market trends, competitive landscape, and customer insights to inform strategic decisions.
• Reporting & Performance Management
  • Track key performance metrics (e.g., sales, margins, pipeline development, partner satisfaction).
  • Provide regular updates and strategic insights to senior leadership.
  • Ensure CRM and other reporting tools are up to date with accurate partner data.

YOUR COMPETENCIES

• Bachelor's degree in Business, Life Sciences, Engineering or a related discipline. A Master's degree or MBA would be advantageous.
• Strong understanding of the regulatory environment, quality standards and technical requirements within the IVD industry, including IVDR (EU) 2017/746 and local product registration requirements across RoW markets.
• Demonstratable experience in international distributor management, channel partnering or export sales, ideally within the IVD, medical device or life sciences sectors.
• Demonstrable experience of building and developing strategic business partnerships and managing distributor relationships across multiple international markets.
• Experience working with international distributors across diverse geographies, ideally including the Middle East, Africa, Asia-Pacific or Latin America.
• Experience supporting international product registrations and working with distributors as local registration holders or agents would be advantageous.
• Excellent negotiation, communication and relationship-building skills, with the ability to develop effective partnerships across different cultures and markets.
• Strong commercial and analytical mindset, with the ability to interpret market data, assess business opportunities and make informed decisions.
• Self-motivated, adaptable and results-driven, with a proactive approach to identifying and developing new business opportunities.
• Excellent stakeholder management skills, with the ability to collaborate and influence across cross-functional teams.

WHAT WE OFFER

• A highly dynamic and growing environment.
• An opportunity to live your passion for intrapreneurial mindset, where cultivating innovation and customer centricity are at the heart of everything we do.
• A flexible working environment where applicable and a range of core and flexible benefits ranging from private medical cover, life assurance, additional annual leave, cycle to work, technology, experience days and access to marketplace discounts.

Interested? We look forward to receiving your application.

AliveDx is an equal opportunity employer and welcomes applications from all qualified individuals regardless of nationality, sex, disability, region/belief, sexual orientation or age. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on competences, performance and business needs.