Senior Manager, Channel Management – Asia Pacific

Found in: Talent SG C2 - 2 weeks ago

Singapur, Singapore Abbott Full time

About Us:

At Core Diagnostics Division we are empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

Summary:

Senior Manager, Channel Management is responsible for developing channel strategies consistent with go-to-market approaches, in close collaboration with the commercial organization. This includes channel partner (distributor) selection criteria, roles and responsibilities, management processes, and incentive / reward systems that will enable channel partners (distributors) to meet and exceed revenue and margin targets across Asia Pacific area (ex-Japan, ex-China).

Success in this role is measured by sales and margin goals achievement through channel partnerships and program management effectiveness.

Major Accountabilities:

Develop Go-To-Market strategy for customer segments and territories served by channel partners. Monitor and analyze performance of channel partners against goals. Establish standards/processes of channel (distributor) management, including aligned growth targets, joint business plans, performance business reviews, and channel partner network optimization programs. Direct all policies, procedures, and activities to maximize the efficiency, reliability, timeliness, and cost effectiveness of the channel partner network. Implement global and area standards and related channel analytics to evaluate and report on channel partners’ performance and performance improvement initiatives. Identify channel partnership opportunities for growth and areas of risk including contract compliance; develop recommendations to address identified opportunities/risks. Orchestrate cross-functional teams and resources to fully implement key initiatives. Contribute to the performance and competence improvement of our channel partners. Drive effective use of internal resources through targeted development and training plans, sharing of best practices, market insights, product innovations, and new marketing approaches. Establish review and approval processes for new channel partners and terminations, coordinating closely with internal functions to ensure policy compliance. Analyze channel partner performance and investigate trends and outliers for assigned accounts, identify opportunities, and maximize business efficiencies and margin improvement. Regularly review and communicate findings, potential solutions, recommendations, and action items with Channel Managers and Commercial teams across Asia Pacific countries.

Key Relationships:

Reporting to Director, Commercial Excellence, Operations and Channel Management – Asia Pacific. Collaborate closely with Asia Pacific Finance, Marketing, Supply Chain and Service leaders; Global Channel management team; Country General Managers / Regional Directors and Country Channel Managers and to ensure full alignment with Abbott standards and key initiatives. Interfaces directly with key channel partners.

Qualification:

Bachelor’s/Master’s Degree - Post graduate credentials (MBA) in Business (finance, marketing, strategy, analytics, operations) preferred. 15 years’ work experience with track record in channel management / distributor management roles – preferably in healthcare, diagnostics, biotechnology, medical devices or pharma industry. Demonstrated expertise in collaborating closely with senior business leaders at country and regional levels. Demonstrated expertise in developing and maintaining relationships with channel partners (distributors). Strong business and financial acumen. Strong management abilities, with demonstrated ability to lead and operate within a cross function team in a matrix organizational structure. Demonstrated ability to influence change through analysis, program management and active engagement with broad range of internal and external stakeholders.

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