Channel Partners Business Development Manager - Healthcare at KUKA

Job description

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. 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. 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%). Equal Opportunity Employer Swisslog Healthcare is an Equal Opportunity Employer, all qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, status as a protected veteran, or any other applicable status protected by federal, state or local law. Swisslog’s FMLA policy can be found at: dol.gov Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. If you require reasonable accommodation to complete the application or to perform your job, please contact Human Resources at jobs.healthcare.us@swisslog-healthcare.com Our Vision: Lead Change for Better Care Swisslog Healthcare empowers hospitals and healthcare facilities with advanced pharmacy and transport automation solutions that streamline medication management and support clinical workflows. With over 1,200 dedicated employees serving more than 3,500 health facilities worldwide, we’re committed to improving patient safety and giving healthcare professionals more time for what matters most: caring for patients. Join us in shaping the future of healthcare.

Requirements

Must-haves

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.
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.
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.
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.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k