Director of Channel Growth and Partnerships

🔥 3 minutes ago

🇺🇸 United States – Remote

💵 $130k - $150k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

👻 Ghost score 0%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Just posted.

Apply Now

Find Similar Remote Jobs

Lakeland Fire + Safety

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1982

🚘 Automotive

🏥 Healthcare

🏗️ Construction

Automotive • Healthcare • Construction

Lakeland Fire + Safety is a company dedicated to protecting workers through high-quality personal protective equipment (PPE) and solutions for critical situations. The company offers a wide range of products, including fire suits, chemical suits, cleanroom suits, and high-visibility clothing, catering to industries such as structural firefighting, electric utilities, and pharmaceutical manufacturing. With a strong commitment to safety, Lakeland aims to ensure that teams are equipped with reliable protective gear, reflecting their mission of prioritizing worker safety in hazardous environments.

📋 Description

• Develop and execute a comprehensive U.S. Industrial channel growth strategy aligned with Lakeland's commercial objectives • Lead and expand relationships with national, regional, and strategic industrial distribution partners • Establish joint business plans with key distributors, including growth targets, product expansion opportunities, and performance measures • Identify opportunities to increase market penetration, product adoption, and end-user demand through existing distribution networks • Drive new product placements, stocking programs, vending solutions, onsite supply programs, and other strategic channel initiatives • Conduct business reviews with key partners to evaluate performance, identify growth opportunities, and strengthen accountability • Identify, evaluate, and establish new partnerships beyond traditional industrial distribution channels • Develop innovative go-to-market strategies for incremental revenue and underserved customer segments • Build business cases for emerging partnerships, including financial projections, resource requirements, and expected ROI • Lead partnership negotiations and coordinate implementation with internal stakeholders • Establish scalable partnership models for long-term growth and competitive differentiation • Evaluate and optimize distributor incentive programs, rebates, cooperative marketing investments, and channel expenditures • Develop partner programs and lead joint demand-generation activities with distribution partners • Collaborate with Marketing and Sales Enablement on distributor training, product education, and certification initiatives • Improve the distributor experience by simplifying processes and strengthening responsiveness • Monitor channel performance through revenue growth, sell-through trends, gross profit, market share, and partner profitability • Analyze channel investments and identify performance trends, risks, and growth opportunities • Develop recommendations to improve channel productivity, investment allocation, and commercial performance • Support forecasting, performance reporting, and strategic business planning with Finance and Sales leadership • Collaborate cross-functionally with Field Sales, Regional Sales, Strategic Accounts, Marketing, Operations, Supply Chain, Product Management, and Finance • Advise leadership on distributor trends, competitive dynamics, and emerging partnership opportunities • Establish partner relationships, assess channel performance, identify growth opportunities, and implement high-impact initiatives within the first 90 days • Deliver measurable channel revenue and sell-through growth, improve channel profitability, launch at least one strategic partnership or route-to-market initiative, expand product placements, strengthen distributor enablement, and establish performance reporting within the first 12 months • Candidates may provide an example of a personally developed channel growth initiative; finalists may complete a business case exercise

🎯 Requirements

• Bachelor's degree in Business Administration, Marketing, Sales, or a related discipline, or equivalent relevant professional experience • Minimum of 8 years of progressive experience in channel sales, distributor management, strategic partnerships, national accounts, or related commercial leadership roles • Demonstrated experience within industrial safety, personal protective equipment (PPE), maintenance, repair and operations (MRO), or related industrial markets • Proven success developing and growing relationships with national or large regional industrial distributors • Demonstrated ability to develop, launch, and scale new channel programs, strategic partnerships, or routes to market with measurable revenue results • Strong financial and commercial acumen, including experience evaluating gross profit, channel incentives, return on investment, and partner profitability • Experience translating market insights and business analytics into actionable commercial strategies • Demonstrated ability to lead complex initiatives, influence stakeholders, and deliver results in a cross-functional environment • Strong negotiation, relationship management, strategic planning, and executive communication skills • Ability to balance strategic thinking with hands-on execution in a dynamic, growth-oriented business environment • Ability and willingness to travel as required to support distributor relationships, business development, and strategic initiatives • Preferred: Experience with protective clothing, chemical protection, or critical-environment safety products • Preferred: Established relationships within the national industrial distribution marketplace • Preferred: Experience implementing distributor vending, onsite inventory management, or integrated supply programs • Preferred: Experience developing partner segmentation, tiered incentive structures, or channel certification programs • Preferred: Experience leading commercial transformation, market expansion, or new business development initiatives • Preferred: Familiarity with CRM systems, sales analytics platforms, and distributor performance reporting tools

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume