Channel Partners Business Development Manager - Healthcare

Swisslog Healthcare; Westminster (CO); On-site; USD 80,000 - 95,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Tuition reimbursement

Disability insurance

401k matching

Job summary

Swisslog Healthcare in Westminster, CO seeks a Channel Partners Business Development Manager for the Healthcare segment. Focus areas include developing indirect sales channels and optimizing distributor partnerships to expand North America coverage.

You will identify, recruit, and manage strategic distributors, define go‑to‑market approaches, and collaborate with Sales, Product, Marketing and Service to drive order intake growth and profitability. Travel up to 40–50% is required.

Qualifications

• 6+ years in healthcare sales/business development with distributors.
• Experience and success in the Cold Chain Healthcare industry.
• Entrepreneurial, collaborative, and get-it-done attitude.
• Outstanding written and verbal communication skills.
• Strong understanding of indirect business model and working with distributors.
• Experience with healthcare end customers.
• Proficiency in Word, Excel and PowerPoint.
• Ability and willingness to travel up to 40-50%.

Responsibilities

• Develop and execute the indirect channel BD strategy to drive growth and profitability.
• Identify, evaluate, recruit, and manage strategic distributor partners across priority territories.
• Define partnership strategies and winning conditions to expand the indirect channel network.
• Collaborate with Sales and cross-functional teams to align indirect channel activities with business objectives.
• Evaluate and propose the most effective channel—Indirect vs Direct Sales—per Territory.
• Analyze market trends, customer needs, and competition to identify opportunities.
• Build strong relationships with distributors, partners, and C-level stakeholders.
• Drive BD initiatives with distributors to increase market penetration and revenue growth.
• Coordinate with Product Management, Marketing, Sales and Service to execute channel strategies.
• Monitor distributor performance and implement improvements.
• Support strategic planning and report on channel performance and growth opportunities.
• Perform other duties and strategic projects as assigned.

Skills

Healthcare sales experience

Channel development

Distributor management

Strategic partnerships

Negotiation

Executive communication

Tools

MS Word

MS Excel

MS PowerPoint

Job description

Channel Partners Business Development Manager - Healthcare The Cold Chain Business Development Manager is responsible for driving sustainable business growth through the development and optimization of indirect sales channels, as well as direct sales opportunities. The role focuses on identifying, developing, and managing strategic distributor partnerships, defining go-to-market approaches, expanding market coverage across priority territories. Key targets include:

• Grow the Order Intake business and profit with indirect channels for cold chain in North America in collaboration with sales.
• Prioritize customer growth.
• Define the partnership/winning conditions to develop the indirect channels.
• Evaluate and propose indirect/direct sales with Head of Sales.
• Monitor, identify, and change distributors as appropriate.

Working closely with Sales and cross-functional teams, the position supports order intake growth, profitability, and long-term business development by strengthening distributor performance and identifying new market opportunities.

Responsibilities Make an impact

• Develop and execute the indirect channel business development strategy to drive major order intake growth and sustainable profitability.
• Identify, evaluate, recruit, and manage strategic distributor partners across priority territories.
• Define partnership strategies and winning conditions to strengthen and expand the indirect channel network.
• Collaborate closely with Sales and other cross-functional teams to align indirect channel activities with business objectives. Evaluate and propose the most effective channel – Indirect vs Direct Sales – in a Territory, align with Head of Sales & service and support execution.
• Analyze market trends, customer needs, and competitive activities to identify new business opportunities and optimize market coverage.
• Build and maintain strong relationships with distributors, key partners, and C level stakeholders.
• Drive business development initiatives with distributors to increase market penetration and revenue growth.
• Coordinate internal stakeholders across Product Management, Marketing, Sales, and Service to ensure successful execution of channel strategies.
• Monitor distributor performance, define improvement actions, and ensure achievement of agreed business targets.
• Support strategic planning and provide regular reporting on channel performance, market opportunities, and growth initiatives.
• Perform other duties and strategic projects as assigned.

Application Requirements What you need to succeed

• 6+ years in sales with majority of the years in Healthcare Sales-Business Development related roles, sales and/or business development with distributors.
• Experience and success stories in the Cold Chain Healthcare industry.
• The right candidate will be entrepreneurial, collaborative, and possess a “get it done” attitude.
• Outstanding written and verbal communication skills.
• Strong understanding of the Indirect Business Model and working with distributors.
• Understanding of healthcare products & the Business Development Model in healthcare.
• Experience in leading relationships with distributors, owners, and C-suite executives.
• Experience with Healthcare End Customers.
• Proficiency in common software programs (e.g., Word, Excel and PowerPoint) is required.
• Ability and willingness to travel up to 40-50%, as needed.

Compensation: Target salary range for this position is $80,000 - $95,000, plus bonus plan. Salary will be commensurate with experience and skillset. We offer a comprehensive benefits package including medical / dental / vision insurance, tuition reimbursement, disability, 401k matching (up to 8%).