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Channel Excellence Leader

  • GE Healthcare
  • Experienced
  • Posted 1/23/2017 4:08:22 AM
  • 2785459
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): Malaysia ; Kuala Lumpur

About Us:
GE is the world’s Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Role Summary:
The role shall focus on driving growth of channels and GEHC product portfolio, drive financial results, ensure compliance and be accountable for keeping the risk profile within the region norms and standard and driving channel sales effectiveness. He/she will collaborate with channel sales within country to determine opportunities available for existing and/or alternative distribution channels. This role will lead the initiatives to enable channel partners development for business growth.

Essential Responsibilities:
• Deploy operational framework execution inside your region considering operating plan and forecasting of existing and/or alternative channel requirements within allocated territory.
• Deploy channel strategy and initiatives with co-operation and guidance of Regional Channel Operations Manager & Channel Sales Manager.
• Enhance the utilization of existing channels with a view to integrate or split and simplify where appropriate, help formulate strategies for identifying, developing and managing new channels by leveraging synergy within allocated territory.
• Execute Op Mechs for performance reviews with channel partners and channel sales teams. Co-ordinate and participate in business reviews/forecasts for regional sales management to ensure constant flow of information between channel and GE.
• Evaluate channel partner efficiency and evaluate the portfolio on various parameters including effective coverage, care area segmentation, performance of the channel partner feet on street, geographical coverage and key customers.
• Ensure funnels and estimates are received on a regular basis from channel partners. Where appropriate co-ordinate the funnels to be available in Sales Force opportunity management tool.
• Ensure compliance with efficiency processes/matrices (linearity, credit line, price lists, historical performance, quarterly financial reporting, market size/share, BL/Orders/Sales on monthly basis etc)
• Manage channel partner relationship on day to day basis and provide transactional support compliance.
• Maintain & Track channel inventory, installed base data, Competency map, Coverage map
• Execute distribution & commission agreements where applicable in a timely and orderly fashion.
• Identify potential channels, recruit, qualify and own onboarding processes. Implement standardized process of appointing, reliving and transitioning of channel partners.
• Develop transition process, guidelines to change partners and ensure complete data collection and smooth transition to new partner with minimal impact to business.
• Play an active role in setting segment based quarterly targets including specific targets for affordable healthcare portfolio
• Maintain and track a healthy pipeline of available partners- regular or spot dealers.
• Mapping of competition channel partners, their strengths and weaknesses.
• Maintain & Track marketing events participated by channel partner including the Leads generated.
• Co-ordinate and guide partners with the support and information needed to facilitate their effectiveness.
• Assist channel partners in finding complementing products to offer comprehensive portfolio to customers.
• Managing and developing channel partner teams and deploy channel management standards. Ensure that channel partners have sufficiently trained team and high level of technical and commercial competency to meet GE requirements.

• 5-8 years’ experience in commercial role with proven track record desire to grow new business.
• Strong knowledge & experience of end to end sales process and working with cross functional teams (Inquiry to Order, Order to Remittance, Finance, Services, Country sales, etc.)
• Ability to understand and articulate complex business issues into simple messages and define required solutions.
• Excellent written and verbal communication and presentation skills.
• Takes initiatives, accountability and responsibility for own work.
• Must be highly motivated, results driven, energetic and capable of multi-tasking in a dynamic, rapidly growing organization.
• Excellent written and verbal communication skills. Fluent in English and local language
• Strong coordination, commercial, analytical, negotiation, problem solving and influencing skills.
• Analytical with strong ability to present findings in a concise and simple manner; Takes initiatives, accountability and responsibility for own work.
• Strong ethics, integrity and compliance orientation
• Must be highly motivated, results driven, energetic and capable of multi-tasking in a dynamic, rapidly growing organization.
• Successful experience in multi-stakeholder environment

Desired Characteristics:
• Experience in channel enablement and reporting systems, such as quoting tools (quote to cash process), Sales Force.
• Exceptional skills as a change agent and process oriented individual
• Six Sigma/fast works/lean or equivalent qualification.

Locations: Malaysia ; Kuala Lumpur

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
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