Indirect Channels Business Development Manager

Make an impact

• Lead the development and execution of the indirect channel growth strategy to drive significant order intake, market expansion, and sustainable profitability.
• Identify, evaluate, recruit, and develop high-performing distributor partners across strategic and priority territories.
• Define and implement channel partnership strategies, success criteria, and winning conditions to strengthen and expand the indirect sales network.
• Drive cross-functional alignment with Sales, Service, Marketing, and Product Management to ensure channel activities support overall business objectives.
• Evaluate and recommend the optimal go-to-market model (Indirect vs. Direct Sales) for each territory, align decisions with the Head of Sales & Service, and lead execution of the selected approach.
• Analyze and interpret market trends, customer requirements, competitive dynamics, and industry developments to identify growth opportunities and optimize market coverage.
• Build, nurture, and maintain strong executive-level relationships with distributors, strategic partners, and C-suite stakeholders to accelerate business growth.
• Drive business development initiatives with channel partners to increase market penetration, strengthen customer engagement, and deliver revenue growth.
• Champion collaboration across Product Management, Marketing, Sales, and Service functions to ensure successful implementation and execution of channel strategies.
• Lead distributor performance management, establish KPIs, drive continuous improvement initiatives, and ensure achievement of agreed commercial objectives.

What you need to succeed

• 10 years of experience in Healthcare Sales, Business Development, or Channel Management, with a proven track record of commercial success.
• Strong experience in Cold Chain Healthcare, ideally gained with a leading international company, driving growth through distributor networks across EMEA.
• Deep understanding of indirect sales models and distributor management, including partner development and performance optimization.
• Proven business development experience with distributors, delivering market penetration, revenue growth, and strategic expansion.
• Good knowledge of healthcare products, applications, customer workflows, and business models.
• Experience building relationships and negotiating with distributor owners, CEOs, and senior executives.
• Strong entrepreneurial mindset, hands-on mentality, and a demonstrated ability to execute and deliver results.
• Excellent communication, influencing, and stakeholder management skills, with the ability to work effectively in a matrix organization.
• Master's degree in Engineering, Technical Sciences, Business, or a related field, or equivalent experience.
• Willingness to travel 40-60% internationally.

Languages:

Full fluency in English. Any other European language is a plus an advantage.