Lakeland Fire + Safety

Account Manager

• 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

Explore Director of Channel Growth and Partnerships at Lakeland Fire + Safety. Review requirements and application details.

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Director of Channel Growth and Partnerships