International Distributor Manager — AMI / STOE

About us

AMI – Advanced Measurement Instruments and STOE provide scientific instruments for materials characterization, including X-ray diffraction, gas adsorption, chemisorption, density measurement, thermal analysis, and catalyst testing. Our instruments support research and industry in understanding materials and developing new technologies.

The role

We are looking for an International Distributor Manager to grow sales and develop our distributor network across assigned international markets.

Based at STOE in Darmstadt, you will work closely with distributors to build customer relationships, develop sales opportunities, and support the AMI and STOE product portfolio. You will also collaborate with our teams in Germany, the United States, and China to provide partners with the technical and commercial support they need to succeed.

This is a hands-on sales role suited to someone who enjoys technical products, building relationships, and working across cultures. Previous international or distributor management experience is welcome, but we are also interested in candidates with relevant sales experience who are ready to take the next step. Training and support will be provided.

Your responsibilities

• Manage distributor relationships: Be the primary commercial contact for distributors in assigned territories, agree on sales targets and business plans, and review progress regularly.
• Grow sales: Help distributors identify opportunities, select appropriate instruments, and convert quotations into orders.
• Develop our network: Identify gaps in market coverage, evaluate potential partners, and support the recruitment and onboarding of new distributors.
• Visit customers and partners: Travel internationally to meet distributors, participate in customer visits, present our capabilities, and support key opportunities and negotiations.
• Build distributor knowledge: Deliver introductory product and sales training, with support from our product and applications specialists for more advanced topics.
• Support quotations and tenders: Coordinate instrument configurations, quotations, pricing, and commercial terms with the relevant internal teams.
• Manage the sales pipeline: Maintain accurate opportunity records and provide regular forecasts, including expected order timing and actions needed to close.
• Coordinate internally: Work with sales, product, applications, and service colleagues on technical questions, delivery requirements, and customer follow-up.
• Provide market feedback: Share insights on competitors, pricing, customer needs, and product opportunities.
• Support events: Participate in exhibitions, distributor meetings, seminars, and local marketing activities.

Your background

• Sales experience within scientific instrumentation, laboratory equipment, or a related technical field, with a demonstrated ability to develop customer relationships and achieve sales targets.
• Experience in international sales or distributor management is an advantage but is not required. Training and support will be provided to help you develop in this role.
• A degree in chemistry, materials science, physics, engineering, or a related discipline, or equivalent relevant experience.
• An interest in scientific instruments and the ability to explain technical capabilities in terms of customer needs.
• Strong communication, organizational, and commercial skills.
• A proactive approach, with the ability to work independently and follow opportunities through to completion.
• Confidence working with people from different cultures and coordinating with international colleagues.
• Fluent English; German and other languages are an advantage.
• Willingness and ability to travel regularly internationally.

What we offer

• An international commercial role based in Darmstadt, working with colleagues and partners around the world.
• A broad portfolio of scientific instruments serving research and industrial markets.
• Product training and support from experienced sales, technical, and applications colleagues.
• The opportunity to develop your international sales and distributor management skills.
• Direct involvement in expanding the AMI / STOE business and shaping our distributor network.