Exciting new opportunity to join an Australian-based technology company on a global mission to revolutionise the field of chromatography and proteomics.
About Us
IonOpticks is an innovative company currently revolutionising chromatography and medical research following the successful commercialisation of its novel chromatography columns. Established in 2017, our technology has rapidly enabled us to be the global leader in the manufacture of columns for LC-MS applications. Our growing list of products have now been adopted by leading mass spectrometry laboratories in the pharmaceutical, academic and industry sectors worldwide and we are now seeking to expand our sales team further as we scale the business.
Does this sound like you?
We are seeking a highly motivated and experienced Distribution Channel Manager to join our team in this newly created role as we consolidate our leading market position, and expand into new markets segments.
This role is a great opportunity for someone who has a proven track record of success in Channel Management and a deep understanding of the global Life Sciences industry and particularly throughout the territory. You love building long-term customer relationships, fostering trust, and delivering tailored solutions in a dynamic environment.
We are a passionate team looking for a like-minded, self-motivated, individual to join our rapidly growing team through an exciting period of growth and be part of our success story.
About the role
Based in a newly established facility in inner city Melbourne, Australia, in this key new role you will be primarily responsible for managing the current distribution channel in Asia-Pacific and India (APACI), identifying new business opportunities, developing and implementing strategies to increase revenue, and building strong relationships with distributors and clients.
This is a hybrid, both office and field based, role offering flexible work arrangements. The incumbent will likely travel 50% of the time in the region for distributor/customer visits, conferences, and other business activities, with occasional travel outside the region required. Adaptability to travel schedules is essential to meet business needs effectively.
Key responsibilities
- Build and manage IonOpticks’ distribution channel in the APACI region;
- Build and maintain strong connections with customers, partners, and stakeholders in the APACI life sciences ecosystem;
- Expand market share by identifying and securing opportunities to grow proteomics research across the territory;
- Build a strong sales pipeline to capture opportunities and consolidate market position;
- Develop and implement initiatives to penetrate adjacent markets by understanding workflows and positioning IonOpticks products to address unique needs;
- Develop and execute tailored sales strategies aligned with company goals, leveraging regional insights to refine approaches;
- Identify new customers and channel partners in emerging application areas, driving adoption of the company’s solutions across segments and building market presence in key territories;
- Strengthen relationships with existing distributors and their customers to ensure long-term retention and to identify opportunities for expanded adoption of products and services;
- Consistently meet or exceed sales and growth targets to support overall company revenue and profitability goals;
- Work closely to support distributor partners to meet their IonOpticks product sales and market growth targets;
- Ensure distributors maintain expert knowledge about company products, are suitably trained on new products prior to release, and are furnished with premium marketing, application and technical materials to support their business development and sales activities.
- Work closely with cross-functional teams, including applications specialists, marketing, and customer support, to ensure aligned customer solutions and market strategies;
- Support distributors in their customer relationship management, including meetings and key customer presentations.
- Negotiate and manage contracts with high-value clients.Monitor industry trends and competitive activities, providing actionable insights to internal teams to maintain a competitive edge;
- Represent the company at conferences, trade shows, and other industry events, increasing brand visibility and fostering business relationships;
- Maintain accurate records of sales pipeline progress, opportunities, and customer interactions in CRM systems. Provide regular updates to your line manager and support strategic planning;
- Support product innovation by providing market insights, customer feedback, and strategic recommendations to align solutions with market needs;
- Follow up on leads promptly to maximise conversion rates and actively pursue new business opportunities. Address distributor and customer feedback and complaints professionally, adhering to company standards;
- Comply with the Quality Management System (QMS), ensuring activities meet quality standards and contribute to continuous improvement;
- Follow all company policies, including anti-bribery, expenses, and travel, maintaining ethical standards.
Key selection criteria
- Proven success in channel management or sales within proteomics, life sciences, or related industries in APACI;
- A strong understanding of the LC-MS and proteomics ecosystem, including key players, trends, and regulatory considerations;
- Expertise in building long-term customer relationships, fostering trust, and delivering tailored solutions;
- Collaborative experience with applications specialists, marketing, and support teams is critical;
- Proficiency in developing and executing sales strategies aligned with business goals is essential;
- Strong skills in CRM systems for pipeline management and data analysis are required;
- Exceptional communication, negotiation, and interpersonal skills are vital, alongside experience pursuing growth in adjacent markets and introducing products to new audiences;
- Self-motivated, proactive, and capable of working independently and collaboratively;
- High ethical standards and adherence to company policies are mandatory;
- Bachelor’s degree or higher in a scientific field, business, marketing, or related discipline is required.
- Experience and understanding of the cultural business practices and nuances throughout the relevant territories;
- Possessing foreign language skills relevant to the territory is a positive.
Why IonOpticks?
- Our lean and rapidly growing team consists of high achievers, focused on developing new technologies in response to global market demand.
- Our people are our priority and we are committed to supporting the ongoing personal and professional development of our team members.
- We take pride in our culture that supports diversity and flexible working arrangements to ensure our team members continue to love doing what they do best.
How and where to apply
Let us know you’re keen to join our team by applying and sharing your CV and cover letter (don’t forget to tell us how you meet the key selection criteria in the cover letter!).
