Job Description

Director, Channel Management

Job Description

Who We Are:

Marketlab is a market leading healthcare solutions organization specializing in the design, manufacturing, and sourcing of private label products. It’s our mission to provide our healthcare partners timely solutions with a straightforward approach based on knowing them and their work. Every day we strive to positively impact the lives of the people who in turn impact the health and wellness of our communities. 

Based in Grand Rapids, Michigan, Marketlab’s success is built upon a foundation of collaboration, innovation, and the belief that every team member plays a vital role in creating an exceptional customer service experience.

The Opportunity:

The Director, Channel Management is responsible for overseeing our Channel Management team in order to successfully build a network of channel partners that help meet our customers needs and grow Marketlab’s revenue. The Director, Channel Management will be responsible for establishing and cultivating strong relationships with all indirect sales channels that Marketlab partners with to ultimately meet the end user’s needs. This role will lead experienced Channel Managers to grow the Marketlab product offerings in partnership with third party distributors and sales organizations. The ideal candidate will have a growth mindset and a desire to lead and develop a successful Channel Management Sales team.

This role reports to the Vice President, Sales .

Functional/Technical Competencies:

• Revenue Growth: In-depth understanding of what measures to take within the Channel Management Sales team to grow company revenue. Use a motivational approach when working with team members to grow their assigned channels/distributors. Establish relationships with third party distributors and sales organizations.
  • Understand and successfully meet and/or exceed established KPIs; whether that be the introduction of new categories into a channel's products or dollar growth as a whole, etc.
• Strategic Alignment: Collaborate closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization.
  • Identify the missions of the distribution/channel partners and align Marketlab’s distribution sales strategies in accordance with those objectives.
  • Understand how our offerings fit into the growth of channel partners and find creative ways to ensure that Marketlab’s products are their first solution for the end users.
• Strong Business Acumen: Understand and apply extensive product and industry knowledge in order to educate and provide the channel partner(s) and Distribution Sales team with the information needed to successfully sell Marketlab’s products.
  • Utilize medical/healthcare market knowledge to identify new areas of opportunity for Marketlab products within the assigned channel.
  • Understand and communicate key features of products.
• People Development and Transformational Leadership: Understand and prioritize the development of Channel Management sales by creating an environment that fosters consistent learning and career growth opportunities. Build and continue to grow relationships that are built on trust with the Sales team; both on an individual and collective level.
  • Work with team members to understand their career goals and help to build growth plans to help each individual to achieve success.
  • Partner with HR to create career road maps with sales team members.
  • Explain clear expectations to the sales team regarding individual KPIs. Hold team members accountable for sales growth within their selective channel(s). Work with individuals to develop and enhance their own improvement.
  • Partner with the Director, Sales Operations and other leaders to develop specific trainings, tools, and other various resources that will aid in the success of the Channel Management Sales team and help channel partners grow the Marketlab brand.
• Four Core Principles: Establish these principles within the Channel Management team:
  • Relationship: Build relationships throughout our network of channel partner organizations.
  • Sales Support: Identify the proper sales support based on the complexity of the Marketlab products to support our channel partners.
  • Quality and Service: Work with our internal team to make sure Marketlab products work the first time, out of the box. If there is an issue with the products, ensure that we have a solution to have the problem rectified within 24 hours.
  • Profitability:  Find a common, fair solution on how to maintain a profitable and equitable relationship with our channel partners.
• Negotiation Skills: Mentor the Channel Management team so that they are able to facilitate and lead strategic discussions with third party distributors that ultimately lead to the sale of Marketlab products within those channels.

Behavioral Competencies:

• Communication: Confidently provide clear, concise information and training surrounding Marketlab products to the customer and other members of the Marketlab team in order to effectively ensure that the customer’s needs are met.
  • Ask clear, direct questions to learn more about the challenges the customer faces and what their goals and strategies are for achieving growth.
  • Keep cross-functional teams up-to-date on customer feedback, market trends, etc. so that the company can stay proactive in meeting the customer’s needs.
  • Build peer support and strong internal-company relationships with other key management personnel.
• Creative Problem-Solving: Anticipate potential challenges related to the sales cycle and think outside of the box to find the best ways to solve them.
  • Use product and channel knowledge to create different solutions for the customer’s needs.
• Emotional Intelligence: Recognize, understand, and influence the emotions and behaviors of customers to ensure that the best outcome is met for all parties involved.
  • Improve customer relationships while growing Marketlab’s business by offering products and solutions that align with the customer’s growth goals and missions.
  • Demonstrate active listening.
• Cross Functional Collaboration: Cultivate a positive, collaborative environment in which teams across Marketlab can achieve optimal results.
  • Work within Marketlab’s sales team and other cross-functional teams to ensure that resources are being utilized effectively and efficiently.
  • Provide constructive input on products, customer, company, and market with a collaborative and respectful approach.
  • Provide concrete guidance on desired outcomes, timing, budget, and the breakdown of responsibilities across multiple teams. 

What You’ll Do:

• Develop and execute a strategic plan to achieve Channel Management targets and expand the number of Marketlab products/categories each distribution channel offers to end users.
• Create a map of Marketlab’s current and potential distribution channels that detail their organizational leadership structure.
• Report on forces that shift tactical budgets and strategic direction of distribution channels. 
• Establish and maintain strong relationships with third party distributors/customers and team members.
• Meet regularly with sales team members to discuss sales performance progress and find new ways to grow the team members’ assigned channels.
• Support the equitable assignment of sales force quotas and ensure quotas are optimally allocated to the appropriate team members, sales channels, and resources.
• Communicate the value proposition through proposals and presentations. 
• Understand industry-specific landscapes and trends.
• Conduct quarterly business reviews.
• Work with sales and other internal teams to develop strategic marketing plans and ensure KPIs are met.
• Identify opportunities proactively for sales process improvement. Work closely with executive management to inspect sales process quality and prioritize opportunities for improvement. 
• Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports, or assist in the development of new reporting tools as needed.
• Work with sales and cross-functional teams to understand and develop a strategic plan surrounding the launch of new products.

What You’ll Need:

The ideal candidate will have…

• 10+ years of experience in medical distribution sales leadership within a medium to large company.
  • Knowledge of IDN, Distribution, and Manufacturing sales within the healthcare industry.
• Ability to travel up to 75% of the time.
• Bachelor’s Degree in business administration, healthcare, or related field.
• General healthcare market awareness.
• Strong communication and presentation skills.
• Great attention to detail and problem-solving skills.
• Proficient in standard office software (Microsoft or Google Workspace).
• Ability to communicate, present, and influence all levels of the organization, including executive and C-level.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Experience as head of sales, developing client-focused, differentiated, and achievable solutions.
• Excellent listening, negotiation, and presentation skills.
  

Benefits: 

• ALL benefits are effective day one of employment
  • Medical, Dental, Vision
  • Generous PTO policy and paid holidays
  • 401k match
  • Flexibility with work from home
  • Scholarship reimbursement 
  • Paid parental leave 
  • Paid short term disability leave
  • Health and wellness program
  • Employee discount program within our family of companies