Channel Manager

1 week ago

Petaling Jaya, Malaysia Abbott Laboratories Full time

**PRIMARY OBJECTIVE OF POSITION**
- The Channel Manager is responsible to drive business in each Distributor territory. The job responsibilities are grouped into **Territory Management** (Tier 4 market segment < USD250K RAV, establishing adequate presence in the market), **Distributor Management** (improving the business relationship and assuring Distributors are enabled, engaged and compliant) and **Account Management** (guaranteeing that the Distributors acquire, renew, and expand the business above company plans). **People management **(build and maintain and develop a diverse inclusive and efficient team that drives business and customer satisfaction).

**MAJOR ACCOUNTABILITIES**

**Territory Management**
- Executes the applicable Distributor Strategy in the Country
- Identifies, selects and assesses (new and existing) Distributors.
- Research the market to have a solid understanding of its size, players, dynamics and trends.
- Keep contacts with authorities and assure all requirements are fulfilled to assure proper market access.
- Keep contacts with Key Opinion leaders and strategic Customers to get early commercial leads; act as a “trusted advisor”.
- Perform business development activities that will feed Distributors’ pipeline.

**Distributor Management**
- Manages distributor’s performance, sales, as required to achieve goals in the territory under his/her responsibility.
- Assist the distributors defining their strategy, action plan and goals (KPIs).
- Assists distributors including guidance on Country and customer strategies.
- Define targets, analyze reports, execute quarterly business reviews and annual assessment of Distributors.
- Coordinates Distributors’ enablement and development activities in the field.
- Assure that Distributor’s orders, are running flawlessly, making use of commercial planning tools and techniques.
- Verifies and enforces Distribution Agreements compliance; Implement new, renew, amends and terminate Distribution Agreements.
- Manages the credit situation of the Distributors, reducing company reliance on partners, reducing costs and risks.
- Manage the Distributor inventory to assure the highest levels of service to the end customers and economic Distribution operations.
- Assures Distributor conducts business in full compliance with the company code of ethics, country specific laws & regulations and US regulations such as OFAC rules.

**Account Management**
- Review Distributors’ pipeline and forecasts and advise distributors on proper remediation if needed.
- Assist Distributor on Acquisition, Customer Experience, Value Expansion and other company sales strategies.
- Assess and get approval for Distributors’ requests for special pricing and other support.
- Verifies Customer satisfaction by the NPS system and by regularly visiting the end Customers.
- Establish Direct sales contracts where necessary to capture all opportunities, in coordination with the Distributors. Manage the Direct Accounts as necessary to assure contract execution with highest customer satisfaction and explore options to value expand.

**POSITION ACCOUNTABILITY/SCOPE**
- Reports to Senior Enterprise Solution Manager
- Full product range in assigned territory (variable).
- Broad range of managerial competences.
- High level of industry expertise.
- Excellent leader skills.

**REQUIREMENTS/ EDUCATION**
- University Degree, ideally in one of the following fields: Natural Sciences (_Biology, Biochemistry, Pharmacy, Medicine etc), _Engineering (_Chemical, Biomedical etc). _Management Sciences
- At least 10 years’ experience in Commercial functions in Medical Devices / Diagnostics for Manager
- 5 years as people leadership
- 5 years as Manager

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