Indirect Channels Business Development Manager

Make an Impact with Healthcare Technology Jobs That Matter Are you ready to build a career in healthcare technology that truly makes a difference? At Swisslog Healthcare, we’re looking for passionate individuals to join us in shaping the future of care. Whether you’re exploring healthcare engineering jobs, pharmacy automation roles, healthcare IT careers, or healthcare logistics opportunities, you’ll be part of a team that’s driving innovation in medication management and hospital workflows around the world. If you’re motivated by purpose and eager to grow with a mission-driven company, we’d love to hear from you.

Responsibilities

Make an impact

• Lead the development and execution of the indirect channel growth strategy to drive significant order intake, market expansion, and sustainable profitability.
• Identify, evaluate, recruit, and develop high-performing distributor partners across strategic and priority territories.
• Define and implement channel partnership strategies, success criteria, and winning conditions to strengthen and expand the indirect sales network.
• Drive cross-functional alignment with Sales, Service, Marketing, and Product Management to ensure channel activities support overall business objectives.
• Evaluate and recommend the optimal go-to-market model (Indirect vs. Direct Sales) for each territory, align decisions with the Head of Sales & Service, and lead execution of the selected approach.
• Analyze and interpret market trends, customer requirements, competitive dynamics, and industry developments to identify growth opportunities and optimize market coverage.
• Build, nurture, and maintain strong executive-level relationships with distributors, strategic partners, and C-suite stakeholders to accelerate business growth.
• Drive business development initiatives with channel partners to increase market penetration, strengthen customer engagement, and deliver revenue growth.
• Champion collaboration across Product Management, Marketing, Sales, and Service functions to ensure successful implementation and execution of channel strategies.
• Lead distributor performance management, establish KPIs, drive continuous improvement initiatives, and ensure achievement of agreed commercial objectives.

Application Requirements

What you need to succeed

• 10 years of experience in Healthcare Sales, Business Development, or Channel Management, with a proven track record of commercial success.
• Strong experience in Cold Chain Healthcare, ideally gained with a leading international company, driving growth through distributor networks across EMEA.
• Deep understanding of indirect sales models and distributor management, including partner development and performance optimization.
• Proven business development experience with distributors, delivering market penetration, revenue growth, and strategic expansion.
• Good knowledge of healthcare products, applications, customer workflows, and business models.
• Experience building relationships and negotiating with distributor owners, CEOs, and senior executives.
• Strong entrepreneurial mindset, hands‑on mentality, and a demonstrated ability to execute and deliver results.
• Excellent communication, influencing, and stakeholder management skills, with the ability to work effectively in a matrix organization.
• Master's degree in Engineering, Technical Sciences, Business, or a related field, or equivalent experience.
• Willingness to travel 40-60% internationally.

Languages: Full fluency in English. Any other European language is a plus an advantage.

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.