Director of Channel Growth and Partnerships

Lakeland Fire + Safety

. Develop and execute a comprehensive U.S.

Posted 11/10/2026full-timeRemote • United StatesLead💰 $130,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in developing and executing channel growth strategies, establishing and managing strategic partnerships, and optimizing distributor performance to drive measurable revenue growth. Strong financial acumen and ability to translate market insights into actionable strategies are essential.

Highest-signal resume keywords

Channel Sales ManagementStrategic Partnerships DevelopmentFinancial AcumenNegotiation SkillsCross-Functional Collaboration

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Channel Growth StrategyMarket Penetration AnalysisPerformance MeasurementBusiness Case DevelopmentRevenue ForecastingProduct Placement StrategyDistributor Incentive ProgramsDemand Generation ActivitiesCommercial Performance OptimizationMarket Insights Translation

Soft Skills

Relationship ManagementExecutive CommunicationStrategic PlanningInfluencing StakeholdersHands-On Execution

Tools & Technologies

CRM SystemsSales Analytics PlatformsPerformance Reporting Tools

Industry Keywords

Industrial SafetyPersonal Protective EquipmentMaintenance, Repair and OperationsDistributor ManagementNational AccountsChannel ProgramsVending SolutionsOnsite Inventory ManagementIntegrated Supply ProgramsCommercial Transformation

About the role

Key responsibilities & impact

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

What you’ll need

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