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Channel Sales Manager

  • GE Healthcare
  • Experienced
  • Posted 1/23/2017 4:03:45 AM
  • 2711371
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): Malaysia, Singapore; Singapore


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 channel sales manager will work within the designated region in order to drive 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 standards as well as driving channel effectiveness, competence and reach. This role owns the Go-To-Marketing strategies through the various indirect channels in the designated region and lead a team of Channel account managers.

Essential Responsibilities:

Essential responsibilities

- Deploy channel
strategy & initiatives with co-development and guidance of ASEAN Channel
management leader.
- Responsible for
growth, coverage and penetration of the end user market within the channel
segment.
- Responsible for
management and development of channel account teams.
- Ensure strong Account
plan discipline with channel partner and channel account teams.
- Provide strategic
leadership on Channel partner vision, deployment and support strategies,
training requirements and execution and utilization of resources.
- Evaluate channel
partner efficiency and delivery and constantly evaluate the portfolio on
various parameters including effective coverage, care area segmentation,
performance of the dealer feet on street.
- Enhance the
utilization of existing channels with a view to integrate and simplify where
appropriate, help formulate strategies for identifying, developing and managing
new channels by leveraging synergies in your region.
- Monitor channel
effectiveness and improvement initiatives.
- Develop & Drive
Op Mechs for performance reviews with channel partners.
- Ensure effectiveness
of recruitment, onboarding and management of channels inside the region.
- Ensure a healthy
pipeline of alternative distribution channels- long-term and spot.
- Analyze territories
and maintain in conjunction with country leadership and appropriate coverage
models.
- Identify potential
Channel Partners, recruit, qualify and facilitate thru appointment process
including gaining necessary approvals.
- Ensure channel
partner sales force effectiveness/skills
& coordinate with modality teams for
product certification programs
- Track and communicate
market trends, to/from field including competitor data, and develop and lead
effective counter-strategies.
- Embrace and implement
Channel Partner management best practices.
- Responsible for
forecasting based on channel prospects.

Adept in calling estimates with Risks & Opportunities.
- Demonstrated ability
to analyze customer data and develop financially sound sales offers.
- Assist channel
partners in finding complementing products to offer comprehensive portfolio to
customers.
- Mapping of
competition channel partners, their strengths and weaknesses.
- Maintain and nourish
relationships with KOLs in the assigned business segment/territory.



Qualifications/Requirements:

  • Bachelor degree or
    above
  • At least 5 years’
    experience in Healthcare related sales,
  • Experience in leading
    a sales team and channel partner teams to achieve business goals.
  • Demonstrated
    experience and success in the management of alternative sales channels
  • Fluent in English and
    local language speaking
  • Excellent written and
    verbal communication and presentation skills.
  • Customer focused
    mindset with proven ability to respond quickly to internal and external
    customer needs
  • Ability to build
    rapport, energize and influence people
  • Strong ethics,
    integrity and compliance orientation
  • Takes initiatives,
    accountability and responsibility for own work.
  • Strong presentation, coordination,
    commercial, analytical, negotiation, problem solving and influencing skills.
  • Must be highly
    motivated, results driven, energetic and capable of multi-tasking in a dynamic,
    rapidly growing organization.
  • Strong knowledge
    & experience of
    end to end sales
    process and working with cross functional teams (Order to Remittance, Finance,
    Services, Country sales, Inquiry To Order etc.)
  • Successful experience
    in multi-stakeholder environment
  • Analytical & clear
    thinking skills with the ability to synthesize complex issues into simple solutions
    & messages.
  • Demonstrate ability
    to work independently



Desired Characteristics:
1. Experience in direct sales or through channel partners of multiple products in Healthcare imaging equipment
2. Proven senior level success in managing sales channels of multiple products in Healthcare imaging equipment sales.
3. Experienced strategic leadership skills
4. Exceptional skills as a change agent and process oriented individual

Locations: Malaysia, Singapore; Singapore

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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