Manager Distributor Sales

Nikon is a globally recognized opto-electronic and precision company with over 100 years of innovation, delivering customer-focused technologies that are environmentally sustainable aligned with UN Corporate Responsibility goals.

Nikon's Healthcare Business, provides advanced research and clinical imaging solutions. By harnessing the power of light, we empower our users to improve the quality of human life.

Job summary

To further strengthen the European Business Planning department within Nikon's Healthcare Division, we are seeking a dynamic and experienced Manager Distributor Sales to lead our European distributor sales strategy for our microscope products.

In this role, you will lead the Distributor Sales team (1 FTE) and drive the development and execution of sales and support strategies for approximately 40 distributors across Europe. Working collaboratively with your team, you will take a hands-on approach to manage the distributors. You will be responsible for overseeing distributor sales performance, setting targets, and devising strategies to expand market reach. Additionally, you will play a key role in onboarding new distributors, negotiating contracts, and ensuring alignment with business objectives. This position reports directly to the Head of the Healthcare Business Planning department.

What you will do

Sales Strategy & Targets:

• Define and implement distributor sales and marketing strategies to achieve revenue and market share goals.

• Set and monitor sales targets for distributors, ensuring alignment with business objectives.

• Conduct market analyses and identify opportunities for growth.

Team leadership:

• Manager and mentor the Distributor Sales team, fostering collaboration and alignment on effective sales and support strategies.

Distributor Management:

• Develop and execute plans to achieve sales targets and grow market share through distributor performance.

• Appoint new distributors in potential markets; negotiate terms, conduct due diligence, finalize agreements, provide training etc.

• Address cases of underperformance in alignment with management and take required actions, including termination if necessary.

Reporting & Budgeting:

• Report on distributor performance, market trends, and strategic progress.

• Collaborate on budgeting to ensure distributor sales align with overall financial goals.

Stakeholder Collaboration:

• Work with internal teams, including administration, service and product specialists to deliver comprehensive distributor support.

• Coordinate distributor training programs in partnership with internal stakeholders.

What we are looking for

• Minimum 5 years in distributor sales management, ideally within the scientific or medical instruments sector.

• Understanding of microscopy products, applications, and markets is a plus.

• Proven success in optimizing distributor channels or support structures.

• Team management experience

• Strong strategic planning, negotiation, and relationship management skills.

• Analytical mindset with the ability to set and achieve sales targets.

• Excellent communication skills in English (written and spoken).

• Willingness to travel (approximately 1–2 times per quarter).

What we offer you

This is an exciting opportunity to lead Nikon's distributor sales strategy across Europe while managing a talented team. You’ll have the chance to work with cutting-edge technologies, collaborate with professionals across departments, and contribute to innovations that improve human life.

How to apply

Are you the right person for this role? Apply today and contribute to our growing business! You can send your CV and short motivation letter to Tessa Kaagman, HR Business Partner. If we think you are a good fit for the above position, we will contact you for an introductory interview with our recruitment team.