Are you looking for an opportunity to make a difference? At Mesa Labs we’re passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world.
At Mesa Labs we provide competitive wages, including commission and a comprehensive benefit package (ex: medical, dental, employee assistance program (EAP), vacation, sick, travel expense reimbursement and insurance) based on the position and country where located.This position supports our SDC business. Sterilization and Disinfection Control division manufactures and sells biological and chemical indicators that assess the effectiveness of sterilization and disinfection processes for pharmaceutical, healthcare, and dental industries.
Job Summary
We're seeking a dynamic Channel Sales Manager to drive revenue growth through strategic partnerships and channel optimization. This is an exciting opportunity for an experienced sales professional to lead channel development initiatives and build lasting relationships with key partners in a fast-paced, result-driven environment.
Duties/Responsibilities
Strategic Leadership
- Develop and execute comprehensive Distributors strategies that align with company objectives and drive measurable revenue growth
- Analyze market trends and competitive landscapes to identify high-value partnership opportunities
- Lead cross-functional collaboration with marketing, product, and operations teams to ensure seamless channel support
Partner Development & Management
- Identify, recruit, and onboard new distributors that align with our values and growth objectives
- Cultivate and strengthen existing distributors relationships through consistent engagement, training, and strategic support
- Establish clear performance metrics and KPIs, conducting regular business reviews (QBR) to drive distributors’ success
Revenue Optimization
- Focus on both new account acquisition and expansion of existing accounts across multiple sales channels
- Drive joint selling opportunities for maximum market impact
- Monitor distributors performance and provide data-driven feedback and growth recommendations
Training & Enablement
- Design and deliver comprehensive training programs to enhance partner product knowledge and sales effectiveness specifically in the healthcare market (hospitals and dental)
- Provide ongoing support and resources to empower distributors success
- Representing the company at industry events, trade shows, and conferences focused on the healthcare market (hospitals and dental)
- Prepare detailed reports on distributors’ performance, market intelligence, and competitive analysis for senior leadership
- Use analytics and insights to continuously refine strategies and improve distributor’s engagement
- Coach, train, and support distributor sales teams to ensure consistent messaging, product knowledge, and successful customer engagement
Experience/Education
Required Qualifications
- Bachelor’s degree or its recognized international equivalent is required.
- 2-4 years of channel sales or partner management experience with proven revenue results and experience in technical sales, preferably in the healthcare or dental market.
- Knowledge of sterilization methods (steam, EO, VH₂O₂, etc.) and monitoring products (CI/BI).
- Strong communication and presentation skills; ability to translate technical features into customer benefits.
- Self-starter with strong time-management and organizational skills.
- Demonstrated success developing and executing channel strategies
- Strong analytical skills with the ability to interpret data and drive informed decision-making
- Willingness to travel up to 30% within the territory.
- Bilingual, English, and Spanish
Preferred Qualifications
- Bachelor’s degree or its recognized international equivalent specifically in chemistry, biology, biomedical engineering, or related field is preferred.
- Experience selling to Sterile Processing Departments (SPDs), infection prevention, or dental clinics.
- Familiarity with distributor management and indirect sales models.
- Basic understanding of Portuguese
Knowledge and Skillsets Required
- Exceptional communication, negotiation, and presentation abilities
- Proven track record of building and maintaining strong stakeholder relationships at all organizational levels
- Proficiency in CRM software and sales analytics tools
- Ability to thrive in a fast-paced, results-oriented environment
- Experience selling and managing relationships with hospitals and dental offices in Latin America
- Experience selling consumables, not just capital equipment, to hospitals and dental clinics
- Familiarity with hospital workflows, particularly interacting with Central Sterile Services Departments (CSSD)
- Language skills: Spanish and English are musts; proficiency in Portuguese is highly preferred
Physical Demands
Standard office environment with moderate lifting (up to 15 lbs), frequent computer use, and regular client interaction requiring standing/walking.
Environmental Conditions
This is a home-based role that involves frequent travel to meet with partners and clients, requiring adaptability to various environments and time zones.
Mesa Labs is an Equal Employment Opportunity Employer.
Mesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law. Please note that Mesa Labs conducts criminal background checks upon offer acceptance.
