In this role, you have the opportunity to
Maximize the value (top- and bottom-line) of the short & long-term business with the distributor for Philips in building capabilities in both sales and service operations and drive operational excellence End to End.
Ensure a consistent and uniform approach towards distributors across assigned territory and all BU /BL and the use the Philips Partner Management processes and tools.
You are a part of Health Systems Team for Market Africa, you will be in close cooperation with the Channel Business Analyst and Global Contract Management to manage the full life circles of distributors.
You will report to Health Systems Sales Leader, Market Africa.
E2E responsibility for sales/ delivery/ service for partners.
Execute regular Distributor reviews by the use of the standard Report Card. Supported by central team (Channel Business Analyst and Channel Support Officer) and in line with Global Partner Program:
Provide operational support to the partners at the required level. Leveraging and working with operations and CS to drive customer needs and satisfaction.
Secure all Contract Management Processes are completed in a timely fashion: (e.g. New Partner Process, Regular Due Diligence Process, Business Criteria setting, contract renewal)
Together with legal: maintain uniform contract templates for various channel types. Escalation point for deviations from standards and for obtaining the relevant approvals.
Selection/ Sourcing/ Termination:
Primary responsibility include finding, generating and developing new distribution partners in order to sell the company’s products to end-users. The sourcing and evaluation of potential new channel partners will be developed together with Sales Marketing Manager (SMM) for each business group. Including identification of gaps and needs to change/add partners in alignment with the SMM.
Responsible for new distributor development and/or expanding existing modalities within the existing distribution channel.
Creates awareness and demand for company products (incl NPI, CS).
Distributor Termination together with SMM
Channel Alignment in Post-Merger Situations with support of central
Set annual targets and prepare joint business plan with distributor.
Works, as a specialist in Distributor Management, on the development of the medium term policy for his or her distributor sub discipline, and processes results into a distributor vision/roadmap.
Build partner relationship based on LEAN principles instead of Power Play.
Formulates new distributor management solutions by integral, original thinking and adds few concepts/elements to his or her sub discipline based on customer needs synchronized with the Business Unit (BU) and Market objectives
Combines abstract ideas at a high conceptual level, generates new types of distributor solutions.
Formulates, as a recognized authority in distributor management, solutions across multiple disciplines, this to effectively realize goals together with distributor. Builds actively networks with key contacts in- and outside Philips for his specialism to keep abreast of new developments/insights.
May lead multi-disciplinary distributor change projects.
Works on issues where analysis of situations or data requires an in-depth knowledge of organizational objectives. Implements strategic policies when selecting methods, techniques, and evaluation criteria for obtaining results. Establishes and assures adherence to budgets, schedules, work plans, and performance requirements.
Execute in accordance to Go to Market Strategy Market Africa
Distributor Development and Training: Develops Distributor Training Curriculum together with the SMM and BMC, Training & Capability Manager
Establish and Monitor Partner Capability Development Plan execution and report progress. Execute development program together Channel Business Analyst and BMC, Training & Capability Manager
To succeed in this role, you should have the following skills and experience:
Technical, Commercial or Medical background, university level preferred
Minimum 5 years of related experience, prior experience in the healthcare industry is preferred.
Profound understanding of existing distributor contract, processes, tools of Philips Health Systems is a preference.
Distinguished by additional specialized knowledge (Intercultural experience) in breadth and/or depth, as well as record of success in International Sales to Distributors and Distributor Management
Deep knowledge of quote to cash processes is required, since we need to establish a solid basis first (process and capabilities) before we can grow.
English & French speaking required.
In return, we offer you
A path towards your most rewarding career. Philips is growing its marketing capability enterprise wide. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.
Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Life at Philips is an opportunity for personal and professional growth. And a journey into the unexpected; our people often experience moments when their lives and careers come together in meaningful ways .
In addition to being purpose-driven, we deeply believe in equality and that our people should be a reflection of the society and countries in which we operate. So we value our people in all aspects of diversity, whether generational, gender, experience, ethnicity, race, sexual orientation, ability, nationality, or other aspects. We believe that a flexible and inclusive culture invites a full spectrum of ideas, opinions, and experiences, and strive to create it wherever possible.
To find out more about what it is like working for Philips at a personal level, visit the Working at Philips page at https://www.careers.philips.com/executive/na/en/workingatphilips on our career website, where you can read stories from our employee blog at http://www.usa.phttps:/www.usa.philips.com/a-w/our-people/life-at-philips.htmlhilips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at https://www.careers.philips.com/na/en/recruitmentprocess or find answers to some of the frequently asked questions at https://www.careers.philips.com/na/en/faq .