Partnerships Development Manager

The Channel Partnership Manager will be responsible for building, managing and optimizing the company's distribution and channel partner network to drive sales growth, market penetration, and profitability of medical-device / healthcare products. This role will ensure that the indirect / distributor channel is fully enabled, aligned with company strategy, and delivers sustainable business performance.

Key Responsibilities

• Identify, recruit and onboard new channel partners/distributors/wholesalers/dealers - evaluate potential partners based on capabilities, market reach, compliance, and fit with company product portfolio.
• Manage and develop existing partner relationships to maximize partner performance, loyalty, and market coverage; engage C-level or senior stakeholders of partners if needed.
• Define channel strategy and business plan (market segmentation, territory coverage, target KPIs, growth roadmap).
• Drive go-to-market (GTM) execution via channel partners: allocate territories, define sales targets, implement commercial & promotional plans.
• Oversee contract negotiation and agreement management with channel partners (terms, pricing, margin, compliance, volumes, performance commitments).
• Develop and deliver partner enablement programs - product trainings, marketing support, clinical/technical trainings if needed, and ongoing partner education.
• Collaborate cross-functionally (sales, marketing, regulatory/QA, distribution/logistics, supply chain) to ensure smooth product rollout, demand planning, order fulfilment and compliance.
• Monitor channel performance: track sales pipeline, market share, profitability, reorder rates, inventory, partner compliance, market feedback; generate regular reports and dashboards.
• Launch new products via channel partners: plan product roll-out, align communication & marketing, ensure compliance and training, and track uptake.
• Ensure adherence to all regulatory, legal, and ethical standards applicable to medical/healthcare devices (device regulations, anti-bribery, anti-kickback, local compliance).
• Provide partner support and manage escalations, ensuring high partner satisfaction and retention.
• Market/competitor intelligence: stay up-to-date on market trends, competitor products, channel landscape, customer needs; feed insights into business strategy.

Key Requirements / Qualifications

• Bachelor's degree (Business, Marketing, Life Sciences, Biomedical or related) - or equivalent experience in medical device / healthcare / pharmaceutical environment.
• Proven experience (e.g. 5+ years) in channel/distributor management, partner management or sales in medical devices, healthcare products, or related industries.
• Strong understanding of medical-device distribution channel, hospital/clinic procurement processes (if products sold via hospitals), regulatory and compliance requirements.
• Experience in building and managing channel networks, distributor onboarding, contract negotiation, partner enablement and performance management.
• Excellent interpersonal, negotiation, communication skills; ability to engage and influence senior stakeholders (internal & external).
• Ability to work cross-functionally and manage complex projects involving multiple departments (sales, supply chain, marketing, regulatory, etc.).
• Analytical mindset - able to review performance data, draw insights, build reports/dashboards, and make data-driven decisions.
• Self-motivated, result oriented, able to work independently and handle multiple tasks/priorities concurrently.
• Strong understanding of market dynamics, competitor landscape, customer needs in healthcare / medical-device markets.
• (Preferred) Experience with product launch, training, and marketing support for medical devices; knowledge of local regulatory environment; familiarity with hospital/clinic channels or retail pharmacy/medical device distributors.