Position's purpose:
The Business Development Lead is responsible for developing and managing relationships with distributors and channel partners to drive sales growth, ensure market expansion, and enhance partner capabilities. This role requires strong collaboration with internal and external stakeholders to maximize sales opportunities, support key projects, and implement strategic marketing initiatives in assigned territories.
Position's responsibilities:
1. Territory Management & Development
• Develop a deep understanding of assigned territories, including treatment trends, customer
purchasing behaviors, key opinion leaders (KOLs), key influencers, and local dealers.
• Track and report competitor activities, market trends, and industry developments.
• Work with channel partners to generate demand for focused products in assigned regions.
• Collaborate with internal marketing teams and partners to execute joint marketing activities for territory development.
• Work closely with the Product team to update and maintain market intelligence and the installed base database.
2. Project Support & Management
• Capture and report project progress within assigned territories.
• Gather and communicate relevant project information to internal stakeholders.
• Identify dealer needs and provide support to increase the success rate of key projects.
• Work cross-functionally to ensure effective support for partners and projects.
• Identify and pursue opportunities in specific direct-sales accounts, supporting their conversion into successful orders.
3. Key Decision-Makers & Key Influencers Engagement
• Identify and build relationships with key decision-makers and influencers within the assigned territories.
• Maintain strong engagement with stakeholders to support business growth and product adoption.
4. Channel Partner Management
• Establish and nurture strong partnerships with distributors and channel partners.
• Conduct regular business reviews to monitor partner KPIs, evaluate performance, and suggest areas for improvement.
• Identify partner needs and provide necessary training, support, and resources to enhance their capabilities.
• Work with the Product Marketing team to guide partner sales teams in targeting the right customers with appropriate products.
• Collaborate with internal and external teams to implement effective joint marketing activities.
• Support the onboarding and offboarding process of channel partners.
• Identify and recommend potential new channel partners to expand the business network.
• Instruct and monitor partners' data input into Salesforce (SFDC) for accurate project tracking.
5. Salesforce (SFDC) Monitoring
• Ensure accuracy and timely updates of SFDC data related to distributor pipelines.
• Work with the regional Salesforce team to validate and update partner inputs as needed.
• Follow up with distributors to ensure they meet SFDC performance KPIs.
6. Ad-hoc Tasks
• Support other cross-functional projects as required by management.
• Assist in business strategy planning and execution based on market dynamics.
• Contribute to internal process improvements and reporting requirements.
• Provide additional support to sales, marketing, and product teams as needed.
• Bachelor's degree in Business Administration, Marketing, Life Sciences, Biomedical Engineering, Healthcare Management, or a related field.
• A Master's degree (MBA) is a plus, especially with a focus on business development, sales management, or healthcare.
• Additional certifications or training in sales, channel management, or medical devices will be an advantage.
• At least 5 years of experience in channel management, sales, business development, or distributor management within the medical device, healthcare, or pharmaceutical industry.
• Proven track record of managing and developing distributor networks to drive sales growth and market expansion.
• Experience in working with Key Opinion Leaders (KOLs), key decision-makers, and key influencers in the healthcare or medical industry.
• Strong background in territory management, including market analysis, competitor tracking, and strategic planning.
• Experience in project management, supporting strategic projects, and working cross-functionally with internal and external stakeholders.
• Familiarity with Salesforce (SFDC) or other CRM systems for pipeline tracking and sales management is a plus.
• Experience in joint marketing initiatives and partner enablement programs is an advantage.
• Prior exposure to regulatory requirements, compliance, and market access in the medical device industry is beneficial.
Skills:
- Strong Communication & Interpersonal Skills - Ability to effectively communicate with internal teams, channel partners, and key stakeholders, ensuring clear expectations and strong business relationships.
- Negotiation & Persuasion - Strong skills in influencing and
negotiating with partners to align their business goals with the
company's strategy.
• Problem-Solving & Analytical Thinking - Ability to assess
market trends, distributor performance, and sales data to make
strategic decisions.
• Leadership & Stakeholder Management - Capability to guide
and support partners while collaborating with internal teams,
ensuring seamless execution of business objectives.
• Adaptability & Resilience - Ability to navigate a fast-paced
industry with changing market dynamics, competition, and
customer needs.
• Strategic Thinking & Business Acumen - Strong understanding
of market positioning, sales strategies, and revenue growth
initiatives.
• Collaboration & Teamwork - Ability to work cross-functionally
with marketing, product, and sales teams to drive business
success.
• Time Management & Organization - Skill in handling multiple
projects, partners, and priorities while ensuring deadlines and
KPIs are met.
• Customer-Centric Mindset - Ability to understand the needs of
customers, partners, and key decision-makers to build long - term business relationships.
• Proactiveness & Initiative - A self-starter who takes ownership
of tasks, identifies growth opportunities, and drives continuous
improvement.
