Channel Partner Manager

Channel Partner Manager

Laerdal Medical Benefits Include:

• Generous PTO & Holidays
• Hybrid and Compressed Work Week (for operations-based roles only)
• Comprehensive Medical, Dental, and Vision
• HSA & FSA Account Options, with employer HSA contribution
• 401k with Employer Match & Profit Sharing
• Tuition Reimbursement
• Wellness Reimbursement Program
• Professional Development Opportunities
• Pet Insurance
• Subsidized Cafeteria in NY based office

Position Overview:

The Channel Partner Manager (Strategic Account Manager), Occupational Health is
responsible for driving sustainable revenue growth and expanding Laerdal's
presence within the Occupational Health market through strategic channel
partner development, new-segment business development, and long-range market
planning.

This role develops and executes the Occupational Health
segment strategy by identifying emerging markets, customer needs, industry
trends, strategic partnerships, and new pathways to market. The Channel Partner
Manager builds and strengthens relationships with distribution partners,
occupational health organizations, employers, safety leaders, professional
associations, training organizations, and other key stakeholders to increase
awareness and adoption of Laerdal solutions.

Working closely with Marketing, Education, and other
internal teams, the Channel Partner Manager translates market insights into
actionable business plans, partner initiatives, and growth programs. The
position leads opportunities from strategy through execution, including partner
activation, account development, coordinated campaigns, customer engagement,
and performance management.

Success in this role requires a strategic, entrepreneurial,
and relationship-driven professional who can develop new markets, influence
stakeholders without direct authority, and balance long-term segment
development with near-term revenue objectives. The ideal candidate can build a
clear vision for the Occupational Health business, mobilize internal and
external partners around that vision, and convert strategic opportunities into
measurable and scalable growth.Responsibilities:

Responsibilities:

Occupational Health Segment Strategy & Business Development

• Develop and execute a multi-year Occupational Health segment growth strategy aligned with Laerdal's U.S. business objectives.
• Identify emerging market opportunities, industry trends, customer needs, and competitive dynamics to drive growth and market expansion.
• Create annual segment business plans that include revenue targets, strategic initiatives, market penetration objectives, and partner development priorities.
• Identify and develop new business opportunities within employer health programs, industrial organizations, occupational medicine providers, safety organizations, and workforce development programs.
• Build and maintain a robust pipeline of strategic growth opportunities across existing and emerging Occupational Health markets.
  

Channel Partner Development & Performance

• Develop, recruit, onboard, and manage high-performing distribution partners that align with Occupational Health growth objectives.
• Lead joint business planning processes with channel partners, establishing revenue goals, performance metrics, market initiatives, and growth plans.
• Conduct quarterly business reviews to evaluate performance, identify gaps, and implement corrective actions.
• Strengthen partner capabilities through training, coaching, sales enablement, and collaborative customer engagement.
• Ensure compliance with channel strategies, rules of engagement, pricing policies, and business expectations.
  

Strategic Account & Market Development

• Identify, prioritize, and support large strategic opportunities that accelerate growth within the Occupational Health segment.
• Engage key decision-makers, influencers, and stakeholders within customer organizations and industry networks.
• Collaborate with channel partners on strategic account planning, opportunity development, and solution positioning.
• Facilitate customer discovery discussions that uncover operational, workforce, safety, and training challenges.
• Position Laerdal solutions as part of broader workforce readiness, emergency preparedness, safety, and clinical competency initiatives.
  

Partnership & Stakeholder Engagement

• Develop relationships with occupational health associations, professional organizations, training institutions, industry groups, and key market influencers.
• Represent Laerdal at trade shows, conferences, advisory councils, and industry events to increase market awareness and brand presence.
• Explore strategic partnerships, grant opportunities, and collaborative programs that create new pathways for growth.
• Establish Laerdal as a trusted advisor and thought leader within the Occupational Health community.
  

Cross-Functional Leadership & Execution

• Partner with Marketing, Product Management, Customer Service, Logistics and other internal teams to execute growth initiatives.
• Provide market intelligence and customer insights that influence business strategy, product direction, and go-to-market plans.
• Support development and execution of segment-specific campaigns, programs, content, and value propositions.
• Lead strategic projects and initiatives from planning through implementation and measurement.
  

Revenue & Performance Management

• Achieve assigned annual revenue, profitability, and market growth objectives.
• Monitor business performance and proactively implement plans to address risks and accelerate growth.
• Analyze market, partner, and customer performance data to identify trends and opportunities.

Requirements:

• Ideal candidate must reside in Central US (with easy accessibility for airport travel)
• 5-8 years of of progressive experience in channel management,
  business development, strategic sales, healthcare partnerships, healthcare
  technology, safety and compliance, workforce development, occupational health or
  related industries.
• 2-3 years of proven experience in strategic account management, business development planning, and longterm account strategy development.
• Background in the Occupational Health sector, with a strong understanding of industry dynamics, customer needs, and growth opportunities.
• Experience creating and executing business plans, market development strategies, and revenue growth initiatives.
  
  
• Experience presenting to executive, operational, clinical, and commercial leadership teams.
  
  
• Demonstrated success developing new markets and driving revenue growth through indirect sales channels and strategic partnerships.
  
  
• Proven ability to manage complex sales cycles and influence multiple stakeholders.
  
  
• Experience working with distributors, strategic partners, occupational health organizations, healthcare systems, employers, safety and compliance, or workforce development programs preferred.
• Bachelor's degree in Business Administration, Health Sciences, Marketing, Occupational Health or related field
• MBA, MHA, MPH, or an equivalent advanced degree preferred.
• Willingness to travel up to 40% nationally; flexible availability including evenings/weekends as needed
• Ability to lift and transport up to 100 lbs. with or without assistance
• Proficient in Microsoft Office and CRM tools (e.g., Salesforce)
• Comfortable working remotely and delivering virtual demos, training, and webinars

Salary Range: $70,000 - $90,000, additional $70,000 at 100% to plan

Please note that this range does not include any other compensation or benefits that an individual may be eligible for. The salary offered depends on a variety of factors, which may include, but not limited to; the qualifications of the individual applicant for the position, location, level of education attained, and/or professional certifications, years of relevant experience, special skills, etc.

Laerdal Medical Corporation is committed to provide equal employment opportunities to all applicants and employees without regard to race, color, citizenship status, religion, sex, sexual orientation, gender identity, martial status, age, genetic information, status as an individual with a disability, status as a protected veteran or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.