Channel Manager

7 days ago

Singapore Boston Scientific Corporation Full time

**Channel Manager - ASEAN**:

- Remote Eligible: Hybrid- Onsite Location(s): Singapore, SG**Additional Location(s)**: Malaysia-Kuala Lumpur

**Diversity - Innovation - Caring - Global Collaboration - Winning Spirit - High Performance**

At Boston Scientific, we’ll give you the opportunity to harness all that’s within you by working in teams of diverse and high-performing employees, tackling some of the most important health industry challenges. With access to the latest tools, information and training, we’ll help you in advancing your skills and career. Here, you’ll be supported in progressing - whatever your ambitions.

The purpose of this role is to identify opportunities for business growth by approaching and identifying the right channel partners or commercial partners, build sustainable channel partner strategy and distributor network to support geographical expansion in ASEAN.

**Responsibilities**
- Identify and help to appoint channel partners (CP) for ASEAN countries in collaboration with Country Heads. CP includes distributors, dealers, sales and commission agents.
- Serves as an interface between company and the CP on matters including quotas, business review, contract, quality training, compliance training and other support activities.
- Facilitate communication and negotiations between BSC ASEAN and CP for business and non-business matters.
- Implementing and management of DMS (Distributor Management system) to capture and utilize advanced analytics to optimize and pursue business opportunities with local teams and CPs.
- Lead digitization upgrades for DMS system to be mobile optimized and to provide automated recommendations and near real-time insights for CPs.
- Partner with ASEAN Marketing team to deliver relevant marketing content to CP’s sales team via Distributor Management System.
- Creation of audit plans for Channel Partners to ensure data accuracy and compliance of secondary data.
- Introduce incentive policies across ASEAN to support Channel Partners and drive market penetration and revenue
- Elevate Channel Partner’s sales rep’s performance in partnership with ASEAN L&D manager
- Gathering and analysis of business information from channel partners including in-hospital sales and inventories.
- Partner with local teams, ASEAN Marketing and Finance for pricing strategy
- Ensure global CP requirements and database are maintained on time and accurately according to related SOPs. This includes CP onboarding, renewals and termination.
- Negotiate key contractual terms with CP while sustaining strong relationships.
- Plan for regular trainings to channel partners on FCPA, Quality, code of conduct and compliance to all the mandatory trainings
- Collaborate with CP to create strategy to grow and develop the market in ASEAN
- Provide guidance to CP on the appropriate product mix, inventory & consignment management, shipping, service levels etc.,
- Coordinate and help CP work on their forecast to minimize backorders and service level hits
- Provide monthly report to management on CPs performance, risks and proposals
- Audit CPs together with other functional teams to ensure adherence to BSC mandatory requirements such as product storage, expiry stock management, compliance, capital equipment agreement, etc.
- Proactively explore new markets such as Laos and Guam to bring BSC innovative and quality products to the market.
- Develop and measure KPIs for CPs

**Key Competencies**
- Experience in identifying and selecting the right channel partners (CP) in ASEAN
- Adept at commercial negotiations (preferably in medical devices)
- Strategy development for geographical and portfolio expansion
- CP performance and loyalty management
- Distributor management system implementation & optimization
- Ability to lead digitization projects to unlock value for BSC & CPs.
- Pricing and inventory management
- Drive collaborations across functions and geographies
- Financial acumen - needs to understand how to read a P&L

**Qualifications and Experience**
- At least 10 years of working experiences in sales or channel management roles in Multi-national companies, of which more than 3 years of working experiences in channel management
- Bachelor or Master Degree in any discipline
- Strong presentation skills
- Strong negotiation skills
- Analytical skills
- Conflict management
- Strong financial acumen

**Requisition ID**:556402

At Boston Scientific, we recognize that nurturing a diverse and inclusive workplace helps us be more innovative and it is important in our work of advancing science for life and improving patient health. That is why we stand for inclusion, equality, and opportunity for all. By embracing the richness of our unique backgrounds and perspectives, we create a better, more rewarding place for our employees to work and reflect the patients, customers, and communities we serve. Boston Scientific is proud to be an equal opportunity and affirmative action employer.

Boston Scientific

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