Manager- Distribution/Channel Partner Management

Position: Manager- Distribution management

Education: MBA or equivalent qualification

Location: New Delhi

Reporting to: Head - COE

JOB DESCRIPTION:

The position is responsible for the overall management of distribution network, various projects which related to commercial operations, business data and commercial planning processes.

Select, manage distributors and assess their performance. Incumbent should have a strong commercial awareness, will be responsible for Distribution Management for India high emphasis from Supply Chain & financial perspective.

KEY RESPONSIBILITIES:

Distributor management

• Support sales team in distributor selection etc. through policy setting and administrative support coordination (for e.g., distributor territory; sell-in target for each distributor if required)

• support for distributor selection and annual update process;

• Lead team to communicate and sign off annual authorization to distributors, if required;

• Support the distributor audit project and drive the performance excellence of distributor

• Communicate with other department managers and executives to alter the identified potential risks, enhance the quality of services and support provided

• Communication to distributors including issue resolution

• Ensure smooth collection of Secondary sales information.

Distributors capabilities development

• coordinate and Conduct training programs for Distributors w.r.t., Policies & Processes; good practices; Product Training etc.

Project Management

• Take ownership various projects which are initiated by corporate and regional team related to commercial operations.

• Identify, prioritize and proactively monitor changes that may affect the project.

• Ensure that all the elements necessary for the success of the project are identified, defined and monitored throughout the project life cycle.

• Communicate progress against objectives of the project to all stakeholders

Business Analysis

• Be responsible for the company overall business database systems which includes but not limited to maintain the customer sales information from different aspects through close collaboration with business partners (internal & external) to drive the business moving forward

• Prepare monthly/quarterly distribution report;

• maintain the distributor management quality system; monitor and keep track of distributor performance and provide timely support;

• Drive the business team and ensure a good utilization of the business systems to improve the efficiency and effectiveness of business data

• identify continuous improvement initiatives to make sure that the business system is always addressing the needs from business and even anticipating the need/driving the activity to maximize the value to business

Planning

• Take ownership for any commercial planning in company thru coordination with other

department such as sales, marketing and distributor side as well.

Internal management and communication

Communicate with cross-functional teams to manage and adjust their expectation on distributors and communicate to team.

Other duties

• Ensure all commercial processes are compliant to all corporate and other regulatory or

mandated rules/certifications Ensure Policies and Processes are adhered

• Local facilitator for Sales Best Practice

• Manage and motivate the team

• Other tasks as defined in related company procedure or assigned by the direct supervisor.

Skills and Qualifications:

• Experience in well-known microbiology labs, diagnostic companies, or medical device companies.
• In-depth understanding of customer business, goals and objectives, strategies and needs.
• Strong process analysis and change management skills.
• Good competence in leadership skills and able to manage internal commercial team and external distributors.
• Excellent communication and interpersonal skills.
• Excellent English language skills.
• Understanding of business cost and revenue drivers
• Strong analytical and business acumen
• High attention to details
• Ability to guide individuals toward goal achievement using negotiation, teamwork/ collaboration, motivation and staff development skills including the ability to act as a role model within the organization.
• The ability to demonstrate innovation and good judgment/ problem solving skills when making decisions.
• Exposure to Commercial laws
• Good knowledge of Microsoft Office in particular Excel; CRM tool etc.
• Should be a hands-on Manager, result oriented and able to perform under pressure,
• Exposure to ERP environment, working in a SAP environment
• Team management skills to build and enthuse a team of young energetic professionals to perform