Strategic Partner Manager

2 weeks ago

Bozeman, United States Mesa Laboratories Full time
Are you looking for an opportunity to make a difference? At Mesa Labs we're passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world.

The Strategic Partner Manager - US & Canada that supports our SDC Business has responsibility for developing and managing new partnership alliances that offer the firm new business opportunities. Develops and supports the strategic business plan for the success of the partnership alliances and channel strategies in the assigned territory of US and Canada. Negotiates alliance agreements and maintain ongoing alliance relationships. .

Key Job Responsibilities:

Strategic Partner Management:
  • Identify, onboard, and maintain relationships with distributors, resellers, and strategic partners in the healthcare market across the US and both healthcare and life sciences markets in Canada.
  • Develops and implements channel strategies that align with company goals, ensuring partners are equipped with the necessary tools, training, and resources.
  • Monitors partner performance and sales metrics, providing feedback and support to drive continuous improvement.
  • Use interpersonal skills to effectively engage with partners, getting them excited to speak with you and learn more about how our solutions can help expand the partner revenue stream.
Market Expansion:
  • Identify and pursues new market opportunities within the defined sectors, focusing on increasing market share and penetrating new customer segments.
  • Collaborates with marketing and product teams to tailor strategies for the US healthcare and Canadian markets.
Sales and Revenue Growth:
  • Sets and achieves sales targets for the region by leveraging channel partners.
  • Works closely with partners to develop joint business plans, sales initiatives, and promotional activities that drive revenue.
Strategic Planning:
  • Analyzes market trends, competitive landscape, and regulatory changes in both regions to adjust strategies as needed.
  • Develops and executes long-term strategies for channel growth and optimization, ensuring alignment with overall company objectives.
  • Compliance and Regulatory Oversight:
  • Ensures that all channel activities comply with relevant industry regulations, particularly in the healthcare and life sciences sectors.
  • Works with compliance teams to navigate any regulatory hurdles specific to the US and Canadian markets.
Cross-Functional Collaboration:
  • Partners with internal teams (sales, marketing, product management, and operations) to ensure channel strategies are effectively integrated and supported across the organization.
  • Facilitates communication between Mesa Labs and channel partners to ensure alignment on goals, expectations, and performance metrics.
Customer Focus:
  • Ensures that the end customers' needs are met through effective channel management, providing support to partners to enhance customer satisfaction.
  • Collects feedback from the market to inform product development and channel strategies through quarterly business reviews.
Strategic Focus Areas:
  • US Healthcare Market (Excluding Dental):
  • Prioritize partnerships with partners, distributors and resellers that have a strong presence in hospitals, clinics, and other healthcare facilities.
  • Emphasize product lines and solutions that cater specifically to the needs of the US healthcare sector, ensuring differentiation from competitors.
  • Canada Healthcare and Life Sciences Markets (Excluding Dental):
  • Leverages Canada's more regulated and diverse market by partnering with established players in both the healthcare and life sciences sectors.
  • Focuses on high-value products and services that address the unique demands of the Canadian healthcare and life sciences markets, including compliance with Canadian regulatory standards.
Performance Metrics:
  • Sales growth and market share increase in both the US and Canada.
  • Partners satisfaction and engagement levels.
  • Efficiency and effectiveness of channel operations. Forecast and QBR (quarterly business review)
  • Compliance with industry regulations.
  • Success in penetrating new market segments and customer bases.
Qualifications/Education:

Education and/or Experience:
  • Bachelor's degree required preferably in Science/Microbiology
  • Two years' experience in sales and managing strategic partners.
  • Successful track record of driving share gains with Life Sciences and health Care market space within the assigned region
  • Previous medical device or regulated industry experience preferred.
  • Strong history of collaboration with the commercial teams
  • This role would require a deep understanding of the healthcare and life sciences industries, strong relationship and management skills, and the ability to navigate the complexities of regional regulations and market dynamics.
Language Skills:
  • English
  • Additional languages preferred but not required.
Other Skills and Key Competencies:
  • Ability to build rapport and relationships with internal and external stakeholders.
  • Ability to learn customer applications, regulatory and customer requirements.
  • Use of CRM tools to manage business and run basic analytics.
  • Strong proficiency in Microsoft Office, particularly Excel, PowerPoint, and Word
  • Excellent communication skills that can be adapted for multiple countries and cultures.
  • Excellent time management skills/ ability to multi-task the activities with shifting priorities.
  • Competitive, ambitious, and driven, with a self-starter and positive attitude

Compensation/Benefits:

The company offers a comprehensive benefits package and compensation for this position. The package includes base salary, bonus, equity, medical/dental/vision insurance, 401k/Match.

Salary Range for this position is $75-90K

Mesa Labs is an Equal Employment Opportunity Employer.

Mesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

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