Associate Director Channel Management, Ous

-Requisition Number
APAC05195
Employment Type
Full-time
Location
Singapore

**Job Summary**:
Reporting to the OUS Channel Management Leader, the incumbent leads the execution of the OUS channel management strategy, governance and execution processes across the international markets (OUS) to support sustainable OUS sales growth.

The Channel Management Associate Director shall work closely with the Commercial Leaders in executing the channel management strategy.

The incumbent will be responsible for:

- Lead and execute strategy for overall distribution channel, including developing the strategy and tactic for the channel playbook, by determining right infrastructure/ model, identifying the right partners, establishing Distributor incentives and leading the contracting process.
- Provide insights to optimize Channel performance for assigned geographies by defining and executing distributor management systems, including conducting distributor business reviews, establishing training, implementing performance metrics, analyzing margin and reviewing contracts.
- Establish channel governance process vis a vis the channel playbook and the overall governance framework.
- Partner with Commercial / Business Leaders and Channel Managers to facilitate and enable incremental revenue and expand gross margin through business insights, trend analysis and resource assessment.

**Principal Duties and Responsibilities**:

- Channel Strategy
- Lead and implement the OUS channel management strategy that aligns with the company's overall objectives to support sustainable and compliant sales growth including determining the Go To Market strategy, Channel Configuration and defining role of channel partners
- Identify and evaluate new channel partners and opportunities for growth through commercial due diligence.
- Build and maintain strong relationships with existing channel partners, including distributors, resellers, and other key stakeholders.
- Conduct business viability assessment including territory balance & mapping, due diligence for indirect channel, development program for channel partners

Channel Management
- Manage the distribution channels, identifying new opportunities for growth, and developing and maintaining strong relationships with key partners.
- Collaborate with internal teams, including sales, marketing, and product development, to ensure effective execution of the channel management strategy.
- Develop SOPs for lifecycle management of channel partners.
- Develop and implement performance metrics to measure the success of the channel management strategy.
- Monitor and analyze market trends and competitive activity to inform strategic decision-making.
- Orchestrate the process of reviewing and adapting channel contracts
- Conducting business viability assessment including territory balance & mapping, due diligence for indirect channel, development program for channel partners
- Driving Sales and Margin across all platforms & working closely with Commercial Leaders

Channel Governance
- Set up and drive execution of channel governance framework and process
- Ensure that all agreements, policies and SOPs relating to channel management are updated and maintained
- Ensure channel partner adhere to all company policies and the SOP

Special Projects
- Assess stakeholder needs and identify appropriate solutions to meet their requests and expectations.
- Establish project plans that are aligned with stakeholder expectations.
- Secure necessary resources for successful project completion.

**Expected Areas of Competence**:

- Strong communicator with exceptional interpersonal skills required to engage, collaborate and influence business partners to drive optimal business outcomes
- Ability to constructively question underlying assumptions and business rationales and to provide new perspectives and approaches to problem solving
- Result orientated with the ability to consistently drive internal processes, promote fact-based decision making, and improve the quality of the data provided.
- Ability and willingness to “Think out of the box” and find creative and effective ways of addressing identified needs
- Excellent analytical and problem-solving skills.
- Demonstrates resilience to operate effectively under high levels of ambiguity.
- Must be able to work well with a wide range of different internal and external parties with no direct management authority.

**Education/Experience Requirements**:

- Bachelor’s degree in Business Administration, Finance, Economics, followed by MBA or CPA
- 12+ years Marketing, Finance, Distribution and/or General Management experience in medical devices or healthcare
- Experience working with Channel/Trade partners/ customers including wholesalers and distributors
- Relationship building skills
- Industry knowledge - understands the medical device channels/ trade industry and distribution networks.
- Demonstrated ability to make strategic decisions and recommendations based on an