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Job Information

Philips Indirect Channel Manager in Bucharest, Romania

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In this role, you have the opportunity to

  • Work as Distributor Manager on problems of diverse scope where analysis of distributor data requires evaluation of identifiable factors. The development of the solution requires a multi-disciplinary approach and knowledge of distributor management principles, -theories and -concepts.

  • Formulate the solution for (technical) partial problems that cannot be found by combining previous experiences but by composing newly acquired distributor management knowledge.

You are responsible for

  • Total sales results (of all Line of Business’) and (Customer Services) services assigned to the Channel Partner in the assigned territory

  • Deploying strategies and tactical plans for the indirect sales channel based on customer needs synchronized with the Line of Business’ (LoBs’), district, region, cluster and GSSI objectives

  • Search, selection and development (including training) of Channel Partners in cooperation with LoBs’ and under guidance of the Channel Capability Manager (subject to partner approval process)

  • Driving sales to Channel Partners for all assigned LoBs’ / services and coordinate / drive activities of Specialist IS to maximize sales of Channel Partners

  • Providing support to the Channel Partner for business development including joint customer visits

  • Negotiating with Channel Partners (and potentially Integrators) special deals, pricing, timing, service compensation in line with the GSSI channel policy

  • Ensuring a consistent and coordinated Philips Healthcare (PH) approach towards Channel Partners across all LoBs’ and services by: conducting regular sales meetings with Sales Support and LoBs’ to review performance of partners, results, forecasting, market intelligence, compliance governance

  • Owning the forecast process including funnel maintenance of the channel in the assigned territory

  • Driving yearly performance review, target setting (contractual criteria), sales plan preparation and timely contract renewal with each Channel Partner (includes (bi)annual Partner evaluation)

  • Relationship management with the Channel Partner principal and escalation of issues

  • Providing input for the region and cluster business planning exercise: market trends, competitor behavior, potential projects and other relevant business information

  • Identifying new business, channel opportunities and customer needs in the region to ensure growth

  • Ensuring appropriate level of cooperation between indirect and direct channel across at district and region level where appropriate to maximize customer satisfaction and results

  • Ensuring that the Channel Partner complies with the PH quality & regulatory (Q&R) requirements, as defined in the PH harmonized Partner contracts, including but not limited to: initiating, managing or supporting Channel Partner training, complaint & feedback management, review & audit, improvement & corrective actions, guidance & support as and when required

  • Ensuring the Channel Partner complies with to Foreign Corrupt Practices Act (FCPA), Good Business Practices (GBP) and other applicable PH and legal guidelines

  • Ensuring the Channel Partner complies with all regulatory, technical, legal and competency requirements, including but not limited to Partner training, review & audit, improvement & corrective actions, guidance & support as and when required to enable the Channel Partner to provide service and support to PH equipment and solutions in concordance with PH standards

  • Total sales results (of all Line of Business’) and (Customer Services) services assigned to the Channel Partner in the assigned territory

  • Deploying strategies and tactical plans for the indirect sales channel based on customer needs synchronized with the Line of Business’ (LoBs’), district, region, cluster and GSSI objectives

  • Searching, selection and development (including training) of Channel Partners in cooperation with LoBs’ and under guidance of the Channel Capability Manager (subject to partner approval process)

  • Driving sales to Channel Partners for all assigned LoBs’ / services and coordinate / drive activities of Specialist IS to maximize sales of Channel Partners

  • Providing support to the Channel Partner for business development including joint customer visits

  • Negotiating with Channel Partners (and potentially Integrators) special deals, pricing, timing, service compensation in line with the GSSI channel policy

  • Ensuring a consistent and coordinated Philips Healthcare (PH) approach towards Channel Partners across all LoBs’ and services by: conducting regular sales meetings with Sales Support and LoBs’ to review performance of partners, results, forecasting, market intelligence, compliance governance

  • Owning the forecast process including funnel maintenance of the channel in the assigned territory

  • Driving yearly performance review, target setting (contractual criteria), sales plan preparation and timely contract renewal with each Channel Partner (includes (bi)annual Partner evaluation)

  • Relationship management with the Channel Partner principal and escalation of issues

  • Providing input for the region and cluster business planning exercise: market trends, competitor behavior, potential projects and other relevant business information

  • Identifying new business, channel opportunities and customer needs in the region to ensure growth

  • Ensuring appropriate level of cooperation between indirect and direct channel across at district and region level where appropriate to maximize customer satisfaction and results

  • Responsible that the Channel Partner complies with the PH quality & regulatory (Q&R) requirements, as defined in the PH harmonized Partner contracts, including but not limited to: initiating, managing or supporting Channel Partner training, complaint & feedback management, review & audit, improvement & corrective actions, guidance & support as and when required

  • Ensuring the Channel Partner complies with to Foreign Corrupt Practices Act (FCPA), Good Business Practices (GBP) and other applicable PH and legal guidelines

  • Ensuring the Channel Partner complies with all regulatory, technical, legal and competency requirements, including but not limited to Partner training, review & audit, improvement & corrective actions, guidance & support as and when required to enable the Channel Partner to provide service and support to PH equipment and solutions in concordance with PH standards.

You are a part of

  • Health Systems Team South. You will be based in Bucharest and will report to the District Leader Health Systems South, Health Systems Market CEE

To succeed in this role, you should have the following skills and experience

  • University graduate. Advanced degree preferred in technical or economic field.

  • 5+ years’ relevant experience; at least 3 in the medical devices/pharmaceutical industry

  • Strong business partnership and interpersonal skills at all levels within and outside of the organization

  • Fluent in English (any additional SEE language is an advantage)

  • Willingness to travel throughout SEE according to business needs

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