Associate Vice President, IDO – EMEA
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Job Description
Senior leader overseeing Indirect Distributor Organization for EMEA, setting strategy and ensuring growth through partner channels. Drive execution across various business units for Agilent's portfolio.
Responsibilities:
- Set the strategy and lead execution for our Distributor, Value Added Reseller (VAR) and OEM channels across countries and business units.
- Ensure the right partner coverage, capabilities, and governance to deliver sustainable growth and an excellent end-customer experience across the full Agilent portfolio.
- Scale and professionalize our indirect route-to-market focusing on three key objectives: Partner & Customer Coverage, Profitable Growth & Execution Discipline, and Operating Model, Governance & Compliance.
- Lead the EMEA IDO/VAR OEM organization, including sub-region/channel leaders as applicable, and set clear priorities, targets, and ways of working.
- Define and execute the distributor strategy (segmentation, coverage, roles & responsibilities) for the full Agilent portfolio in alignment with EMEA business priorities and sales motions.
- Build partner programs and governance: recruitment, onboarding, certification, enablement, incentive models, QBR cadence, and performance management.
- Partner cross-functionally with Marketing, Product Divisions, Finance, Legal, Operations, and Service to deliver joint plans, accurate forecasting, and outstanding end-to-end customer experience.
Requirements:
- Master of Sciences (MSc) in Life Sciences, Engineering, or a related field is required; PhD and/or MBA is a plus.
- Significant leadership experience (10 years +) in indirect sales, channel management, distribution, or partner ecosystems within a complex, multi-country environment.
- Proven track record of building channel strategy, recruiting and developing partners, and delivering revenue growth with strong forecasting and operational rigor.
- Strong ability to influence cross-functionally and align stakeholders on partner programs, pricing/discount governance, and go-to-market priorities.
- Experience in life sciences, diagnostics, analytical instruments, or other regulated/technical markets.
- Knowledge of B2B environments is a strong plus.
- Full proficiency in English.
- Additional fluency in another European language is an asset.
Benefits:
- Permanent Contract
- Outstanding company culture
- Career development opportunities
- Company pension scheme
- Yearly company bonus
- Company car
- Private health care
- Stock purchase plan
- Medical & life insurance
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