Channel Sales Manager

Channel Sales Manager Lab Distributor & Analytical QA/QC Labs

Role Purpose

Build and manage a high-quality network of lab equipment and consumable distributors who will carry Gopani's filtration products into analytical, QA/QC, & Micrology Labs, pharma, biopharma, and analytical labs across defined territories.

No. of Requirement-1

Location- Ahmedabad

CTC - Upto 10LPA + Incentives on Sales + Mediclaim Policy + PF + PL

Key Products and Solutions

- Lab-scale syringe and capsule filters for distribution.

- Membrane filters and specialty lab consumables.

- Promo kits, starter packs, and catalogue ranges for distributors.

- Selected process filters where lab distributors have access.

Primary Customer Profiles

- Scientific and lab distributors and stockists.

- Channel partners with existing pharma and biopharma lab relationships.

- Owners and senior managers of distribution companies.

Key Responsibilities

- Identify, recruit, and onboard suitable lab distributors in key territories.

- Negotiate commercial terms, targets, and schemes with channel partners.

- Train distributor sales teams on Gopani's products and positioning.

- Plan and execute joint marketing and customer outreach with distributors.

- Monitor distributor performance, stock levels, collections, and compliance.

- Resolve conflicts and ensure channel health and relationship stability.

- Provide regular feedback from the market to internal teams.

- Visit pharma and biopharma labs regularly to generate demand for lab filtration products.

- Manage sampling, trials, and user feedback efficiently.

- Coordinate with distributors or internal teams for fulfilment and stocking where needed.

- Share insights from labs with other verticals for cross-selling opportunities.

Candidate Profile Education and Experience

- Graduate or engineer with 410 years of experience in channel sales for lab, scientific, or pharma products.

- Proven track record of managing distributors or dealers in B2B segments.

- Good understanding of pharma lab customer base and buying cycles.

- Experience running schemes, promotions, and joint activities with distributors.

- For senior roles, experience building a channel program from scratch is preferred.

Core Competencies

- Strong negotiation and relationship management skills.

- Channel-centric thinking and ability to balance Gopani and partner interests.

- Good training and communication skills for distributor sales teams.

- Analytical mindset for monitoring performance and taking corrective actions.

- High integrity and long-term orientation in partner relationships.

Key Performance Indicators (KPIs)

- Number and quality of active distributors appointed.

- Revenue generated through channel sales.

- Distributor performance vs agreed targets.

- Territory coverage and penetration via distributors.

- Channel stability and low conflict or churn.

- Revenue from lab consumables in assigned territory.

- Number of active lab customers ordering regularly.

- Rate of conversion from sampling to regular usage.

- Growth of business within existing lab accounts.

Travel and Location

Frequent regional travel to meet distributors and conduct joint visits (4070% travel depending on territory).