Indirect Channel Cold Chain BD Manager EMEA

Summary Chaberton Professionals is the management search division of Chaberton Partners. On behalf of a leading company in the healthcare automation and medical equipment sector, we are looking for an Indirect Channel Cold Chain Business Development Manager EMEA, based in EU or UK. Job description As Indirect Channels Business Development Manager for Cold Chain in EMEA, you will drive sustainable business growth through the development and optimization of our indirect sales channels. Reporting to the Head of Global Strategy & Business Development You will identify, develop and manage strategic distributor partnerships, define go-to-market approaches and expand market coverage across priority territories. Working closely with Sales and cross-functional teams, you will support order intake growth, profitability and long-term business development by strengthening distributor performance and identifying new market opportunities. Your key targets: Grow Order Intake and Profit with Indirect Channels for Cold Chain in EMEA, in collaboration with SalesPrioritize the countries where growth can be achievedDefine the partnership and winning conditions to develop the Indirect ChannelsEvaluate and propose Indirect vs Direct Sales with the Head of Sales in each territoryMonitor, identify and change distributors across territoriesBuild proper coverage of priority territories through the Indirect Channel What you will do: Develop and execute the indirect channel business development strategy to drive major order intake growth and sustainable profitabilityIdentify, evaluate, recruit and manage strategic distributor partners across priority territoriesDefine partnership strategies and winning conditions to strengthen and expand the indirect channel networkCollaborate 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) for each territory, align with the Head of Sales & Service and support executionAnalyze market trends, customer needs and competitive activities to identify new business opportunities and optimize market coverageBuild and maintain strong relationships with distributors, key partners and C-level stakeholdersDrive business development initiatives with distributors to increase market penetration and revenue growthCoordinate internal stakeholders across Product Management, Marketing, Sales and Service to ensure successful execution of channel strategiesMonitor distributor performance, define improvement actions and ensure agreed business targets are achievedSupport strategic planning and provide regular reporting on channel performance, market opportunities and growth initiativesTake on other duties and strategic projects as assigned The challenges ahead: Grow order intake by multiple millions of EUR in the first yearDevelop a growing “Product Sales” business model in Swisslog Healthcare, a business historically focused on Project salesDefine priorities against ROI in a broad region: Europe, Middle East, Africa and LatAmIdentify highly effective distributors, beyond historical onesCollaborate and align with Sales, Service and other functions to maximise results Your decision-making scope: You will be accountable for the order intake generated by distributors for Cold Chain in EMEA, with your own travel and general expenses budget. Your responsibilities include: Identifying, hiring and terminating distributorsDefining the priority countries in which to operateIdentifying the priority initiatives that can accelerate growth, and those to be postponedPromoting and aligning with Marketing on how to accelerate growthDeciding incentives and teasers for distributorsDefining the price list applicable to distributors for Cold Chain EMEAAssessing partnership relationships, including new, renewed and terminated contractual agreements Who you will work with: This is an individual contributor role in a matrix organization. You will align weekly with the Head of Global Strategy & Business Development on targets, priorities and growth opportunities, and work daily with Sales teams across territories on distributor effectiveness, hiring, performance, initiatives and price positioning. You will meet bi-weekly with Product Management & Innovation on the solutions and technology roadmap, and with L&M on forecasts and logistics-based USPs, and monthly with Marketing on campaigns, events and tradeshows in distributor markets.You will also receive functional guidance from the CEO, the Head of Sales and Services EMEA, Sales and Service Managers in each territory, the Indirect Channel Business Managers team, Product Management, Finance, Marketing and Legal: Requirements: 5+ years of business experience, most of it in Healthcare Sales or Business Development rolesA proven track record in Cold Chain Healthcare in EMEA, in sales and/or business development with distributors, ideally gained at a leading international playerStrong understanding of the indirect business model and of distributorsExperience running business development programs with distributors and leading communication with distributor owners and CEOsUnderstanding of healthcare products, business development and healthcare workflows, and the ability to deal with healthcare end customersAbility to collect and drive internal input on products, solutions and services to grow the businessExperience in sales, business development and/or strategic development in the North America marketAbility to work in a matrix organization, collaborating with multiple functionsMaster’s degree in a technical field or engineering, or an equivalent degree or functionAn entrepreneurial, collaborative, “get it done” attitude and strong communication skillsWillingness to travel 40–60% of the time Working arrangements: Travel of approximately 40–60%, local, domestic and internationalHome office in EuropeFlextime, telework and remote work within the regionCompany mobile phone