Director, Sales, Generics (Channel Partner)

West Pharmaceutical Services
Employment Type
Not disclosed
West Pharmaceutical Services logo

*This position can be based anywhere in Europe*

Job Summary:

The director of channel partners is responsible for developing, leading and executing strategies in the regions managed by Agents and Distributors that lead to increased sales, profit and market share growth consistent with the regions and customers potential. This global role includes direct management of Central & Eastern Europe, Middle East & North Africa, South Africa, and US. He/she will also align and collaborate with counterparts in Asia Pacific and Latin America, who manage Agents and Distributors in those geographies directly. The director of Channel partners has a deep understanding as well as previous experiences in managing agents and distributors in a similar industry in those regions, which inspires account strategies that will drive growth, outperform competitors and position West for sustained success by delivering valued solutions. The director should be able to remotely supervise a team of salespeople and set profitable goals, combining excellent communication skills with a strategic mindset. 

Primary Duties & Responsibilities:

  • The director of channel partners directly manages all EU and US distributors and agents across all Market Units covering the business in several regions including MENA, Central & Eastern Europe, South Africa and the US
  • Initial book of business will be more than $60 million in sales across dozens of countries and current partners, with significant growth expected over a 3-5 year time horizon
  • In partnership with global sales leaders, define and establish the channel sales goals and strategies to drive incremental revenue and market share through the distributors and agents in the various countries and regions
  • Maintain strong business relationships with all existing channel partners; support, motivate, and manage existing channel partners to increase the market share of the company’s products
  • Evaluate and establish new channel partners that are committed, capable and scalable to generate new business in existing or new markets
  • Achieve sales and revenue targets through leading and developing annual business plans and sales strategy in partnership with the channel partners that are aligned to the overall company channel sales strategy
  • Develop metrics, reporting and opportunity analysis to help monitor and drive the channel sales business; monitors performance of Agents and Distributors partners regularly

Required Qualifications

  • Experience: 8-10 years of experience
  • Proven track record in B-to-B sales with channel partners
  • Capable of working different cultural contexts
  • Fluent written, read, and spoken English; excellent verbal and written communication skills 
  • Formulation and implementation of strategic direction
  • Able to operate with significant autonomy; self-starter and a decision maker
  • Ability to prioritize and deliver high quality, accurate work within the required timeline
  • Able to thrive in a dynamic, occasionally high-stress and short-deadline business environment
  • Formulation and implementation of strategic direction
  • Excellent customer relationship management skillsAwareness of available data sources and tools to achieve goals, ability to use “best available data,” assumptions, and models to create unique approaches and solutions to business problems


  • Bachelor’s in relevant business/marketing/ technical discipline, or equivalent; MBA or other advanced degree helpful but not required

Preferred Qualifications:

  • Previous experience working with Agents and Distributors in the assigned Regions
  • Direct sales experience also helpful but not required
  • Experience in pharma or medical devices markets
  • Experience in managing a team

Physical & Travel Requirements:

  • Role will require significant flexibility for global business travel (variable, but at least ca. 30%)
  • Remote based in a European country; ability to be based in Ireland or Switzerland preferred
  • Partner and support channel partners to achieve territory/country’s business plan by conducting pipeline reviews, business reviews, providing technical product training, product messaging and selection of channel partners’ customers
  • Manage a virtual team of account managers responsible for the customers and work in connection with our channel partners
  • Demonstrates knowledge of markets/trends that influence tactics and business approaches
  • Remain current on competitors, technology and regulatory issues to keep West and the customer at the industry’s cutting edge
  • Behaves in culturally appropriate ways across different business cultures in various countries
  • Anticipates risks and devises contingency plans to meet them
  • Establishes governance for meetings, business reviews, target and KPI’s measures for our partners working with commercial development and counterparts in Asia Pacifc and South America
  • Work closely with commercial development to define and implement multiple years contract
  • Align with counterparts in Asia Pacific and South America to drive strategies and share best practices
  • Work closely with cross-functional departments to solve customer’s problems, creates and coordinates collaboration between support functions and the customer
  • Determine appropriate regional-specific supply chain and pricing strategies in consultation with the commercial Marketing group
  • Ensure that all forecasts, funnel information, account plans, customer contact lists and trip reports are updated via CRM and other administrative requirements are frequently updated
  • Conform with and abides by all regulations, policies, work procedures, instruction and all safety rules