Indirect Channels Business Development Manager
On-siteMaranello, Emilia-Romagna, Italy
Job Summary
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 territories while defining partnership strategies and success criteria. Drive cross-functional alignment with Sales, Service, Marketing, and Product Management to ensure channel activities support overall business objectives. Analyze market trends, customer requirements, and competitive dynamics to identify growth opportunities and optimize market coverage. Build and maintain strong executive-level relationships with distributors and C-suite stakeholders to accelerate business growth and deliver revenue. Lead distributor performance management by establishing KPIs, driving continuous improvement initiatives, and ensuring achievement of agreed commercial objectives. Requires 10 years of healthcare sales experience, 40-60% international travel, and a Master's degree.
Required Qualifications
- 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
- Full fluency in English
Desired Qualifications
- Any other European language is a plus an advantage
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