Kinara Group
Distribution Manager EMEA & APAC - Histopathology
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Distributor Manager EMEA & APAC
Job Description
The Distributor Manager is responsible for managing and developing a network of distributors across EMEA & APAC. The role focuses on driving sustainable revenue growth in both instrument and consumables, ensuring alignment with company strategy, and building strong, long-term partnerships.
This position requires a balance of strategic oversight and hands-on commercial support to maximize distributor performance and market penetration.
Profile
- Strong experience in international sales and distributor management
- Background in medical devices or healthcare essential
- Background in anatomical pathology preferred
- Demonstrated ability to drive performance through indirect channels
- Strong commercial and analytical skills (forecasting, pipeline management)
- Excellent communication and relationship-building abilities
- Structured, proactive, and able to manage multiple markets simultaneously
- Willingness to travel internationally
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Responsibilities
- Manage and develop international distributors across multiple regions
- Define and implement sales strategies and growth plans per market / region
- Conduct regular business reviews (monthly/quarterly) with adequate preparation and action tracking
- Drive pipeline development and forecast accuracy on both instrument placements and recurring consumables
- Regular forecasting and reporting of opportunity status to leadership team
- Support distributors in key deals and negotiations
- Ensure alignment on pricing, positioning, and sales messaging
- Identify and onboard new distributors where needed
- Monitor distributor performance and take corrective actions when required
- Provide training and ongoing commercial support
- Update CRM regularly with activities and new opportunities
- Conduct commercial training for distributors either in company headquarters, at the distributor site or remotely. Track training in collaboration with the education and training team
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Location
- Based in Europe (UK preferred)
- English fluency mandatory
- Regular international travel required (Up to 50%)
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