[Hiring] Distributor Manager @Malvern Panalytical

Role Description

• Channel Partner Management & Strategy
  • Provide strategic and technical business support to Channel Partners (CPs) to develop sales, achieve regional targets, and ensure high levels of customer satisfaction.
  • Develop and strengthen long-term, win-win business relationships with existing CPs in assigned SEA territories.
  • Identify and establish relationships with new Channel Partners, including market development, goal setting, and contract negotiations.
  • Achieve win-win scenarios where gaps exist between customer demands and our current portfolio by fostering co-creation initiatives with CPs.
  • Hold Channel Partners accountable for annual sales targets, marketing activities, and overall performance metrics.
• Sales Execution & Business Development
  • Collaborate with CPs to identify growth opportunities by product line and market segment.
  • Manage the prospect lifecycle in cooperation with CPs, which includes:
    • Defining analytical problems and proposing tailored solutions.
    • Organizing product demonstrations, application work, and local customer activities.
    • Preparing quotations and leading sales and contract negotiations where required.
  • Provide accurate business forecasting, pipeline management, and regular reporting to regional leadership.
• Partner Enablement & Marketing
  • Mentor newly recruited CPs, providing comprehensive sales and technical training to ensure they possess the required knowledge and tools for effective selling.
  • Develop and implement programs to continuously elevate the technical, commercial, and sales skills of the CP network.
  • Collaborate with CPs to identify and coordinate local marketing activities, including seminars, user days, and customer meetings.
• Compliance & Operations
  • Ensure Malvern Panalytical’s Code of Business Ethics (CoBE) and compliance standards are regularly communicated, understood, and strictly adhered to by all Channel Partners.

Qualifications

• Education & Technical Knowledge
  • Degree: BSc, MSc, or PhD in Chemistry, Chemical Engineering, Physics, or a closely related scientific field.
  • Technical Acumen: Strong working knowledge of Physics and Chemistry, with a deep understanding of analytical problems and solutions.
• Professional Experience
  • Sales Experience: Minimum of 5 years of B2B sales experience, specifically within the Analytical/Scientific Instrumentation industry.
  • Product Knowledge: Proven track record selling scientific instruments/equipment/systems (e.g., spectroscopy, microscopy, image analysis, X-ray analysis, particle characterization, physisorption).
  • Regional Experience: Prior experience managing channels or direct sales within the South East Asian market is highly desirable.

Requirements

• Skills & Competencies
  • Communication: Excellent verbal, written, and presentation skills. Ability to articulate complex scientific concepts to both technical and commercial audiences. (Fluency in English is required; proficiency in regional languages such as Mandarin, Bahasa, or Thai is an advantage).
  • Negotiation & Closing: Substantiated capability to negotiate complex contracts and close business effectively.
  • Interpersonal Skills: Strong interpersonal skills, active listening, and a mature, positive disposition with a strong sense of commitment.
  • Coordination & Independence: Ability to work independently with initiative, good ethical/business judgment, and the ability to coordinate activities across diverse, cross-functional teams.
  • Organization: Strong organizational, planning, and time-management skills to handle multiple partners and territories simultaneously.
  • Adaptability: Highly adaptive to dynamic, changing environments and diverse cultural contexts within Southeast Asia.
• Working Conditions & Travel
  • Localisation: Strong preference for Singapore but other countries in SEA can be considered.
  • Travel Requirement: Ability and willingness to travel frequently and extensively across Southeast Asia (approximately 50% international/regional travel).

Benefits

• We provide market-leading, material characterization technologies for the world's most innovative companies, academic institutions, and government laboratories in the analytics of advanced materials.
• We support our customers through their biggest challenges, from developing lifesaving vaccines to sustainable fuels.
• We wake up every day to delight our customers through innovation, high-quality solutions and workflows, and excellence in customer satisfaction.
• We are a recognized leader for quality and insights in material characterization; winning customers with performance and keeping them with service.
• With more than 2,000 employees operating in over 20 countries across the world, and R&D sites in North America, Europe and Asia.
• We are part of Spectris, a company which combines precision with purpose to equip customers to solve some of their greatest challenges to make the world cleaner, healthier and more productive.