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Job ID :
49037BR
Location :
Singapore - Marsiling
:
Job Description
Job Title: Channel Manager (CM), APAC, Specialty Diagnostics Group (SDG)
Position Location: APAC region (open to where where the right talent exists)

Position Summary:
The Channel Manager (CM) leads the SDG APAC channel strategy development as a means of strengthening the SDG’s market presence and accelerating growth. The CM will lead implementation of agreed channel strategies through a clearly defined governance process, defining roles and responsibilities, and translating strategy into tactical plans with key stakeholders that support our APAC growth aspiration. The CM is accountable, in collaboration with the commercial teams, for operational channel management, delivering the financial goals of revenue expansion and margin uplift, and the benefits of expanded coverage, while increasing customer satisfaction. The CM reports to the Vice President SDG APAC.

Key Accountabilities:

Strategy:
  • Build an overall Channel Strategy with priority focus on South East Asia by optimizing the go to market strategy in each market, recommending an operating model in the respective markets to capture stronger revenue growth
  • Drive alignment on strategy between functions (commercial teams, supply chain, finance, legal and compliance and regulatory), business units and country/business leaders
  • Continuous development, training and implementation of the channel management Playbook for standardized processes, systems & tools incl. key performance indicators in collaboration with key stakeholders
  • Define clear performance metrics/scorecards for our channel partners, and work with the local teams to institute them by establishing a regular cadence of dialogue and performance reviews.
  • Identify credible channel partners; evaluate their eligibility against a set of established selection criteria, and build a plan to streamline our current distributors into a select few who can become SDG’s preferred channel partners

Execution:
  • Develop channel governance process, establish an operating cadence for on-going monitoring and review of channel effectiveness
  • Develop and apply a comprehensive set of leading and lagging indicators and maintain a dashboard for SDG LT by country/Division/BU and APAC level for monitoring progress and performance of local teams in channel strategy adherence and execution
  • Provide a standard set of Key Performance Indicators for local teams to perform channel partner performance dialogue and evaluation and collaborate with IT to establish a central data repository and dashboard function
  • Collaborate with Legal, Divisional and local teams for establishing effective Distributor Agreement/Channel Partner Contracts and coordinate and monitor local roll out and adherence
  • Develop and lead process for appointment / discontinuation of channel partners incl. commercial/financial justification
  • Coordinate and ensure that Company due diligence process is conducted and approved as part of the channel partner selection process
  • Support onboarding of selected channel partners, set performance goals and institute metrics to measure and enhance performance with local commercial teams
  • Drives adoption of company programs among assigned channel partners
  • Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel
  • Proactively assess, clarify, and validate channel partner needs on an ongoing basis with key stakeholders
  • Jointly develop and implement agreed channel transition plans with key stakeholders
  • Stimulate and coordinate best practice sharing globally within Thermo Fisher Scientific and leverage best practice by providing visibility and support to local teams


Requirements/Qualifications:

Qualifications & Experience
  • Bachelor Degree Business Administration, Supply Chain, Engineering
  • +10 years of senior work experience of healthcare industry related business with good knowledge of the APAC region and especially Southeast Asian markets
  • Proven experience of Channel/Distributor Management including contracting experience

Skills & Attributes
  • Visible ownership and self-drive
  • Project Management skills including establishment of new processes, change management, and monitoring/maintenance of timelines.
  • Skilled in the use of analytics and KPIs to accelerate or modify actions.
  • Strong communication skills and commercial understanding to engage with key stakeholders to sell ideas, achieve alignment, and improve processes
  • Thrive in an environment where quickly establishing credibility with all levels of customer and internal stakeholders is required for success
  • Influence and partner with individuals/teams within complex, global, matrix organization across a significant number of stakeholders
  • Strong decision making skills; sound judgment; takes into account all relevant factors and information
  • Good organization and time management skills, including working independently and unsupervised, able to prioritize and handle multiple tasks/projects
  • Resourceful and results-oriented (driving to deadlines, financial targets, project goals)
  • Take initiative through problem-solving and system thinking
  • Financial acumen, interpretation and analysis skills
  • Excellent oral and written communication skills in English, including a demonstrated ability to understand and communicate complex business concepts to a wide variety of audiences
  • High willingness to learn, seeking continuous improvement in skills, knowledge and techniques to further develop role into Best in Class
  • Must be able to travel within APAC region frequently

Other Important Information
  • Adherence to our organizational values of Integrity, Intensity, Innovation and Involvement


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