Job Description

JOB DESCRIPTION:

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 \xe2\x80\x9ctrusted advisor\xe2\x80\x9d.

Perform business development activities that will feed Distributors\xe2\x80\x99 pipeline.

Distributor Management

Manages distributor\xe2\x80\x99s 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\xe2\x80\x99 enablement and development activities in the field.

Assure that Distributor\xe2\x80\x99s 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\xe2\x80\x99 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\xe2\x80\x99 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\xe2\x80\x99 experience in Commercial functions in Medical Devices / Diagnostics for Manager

5 years as people leadership

5 years as Manager

The base pay for this position is N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force

DIVISION: HIAC Core Lab

LOCATION: Malaysia
Selangor : Imazium, No. 8, Jalan SS 21/37

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Not specified

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott