Indirect Channel Manager Health Systems –West Africa
Philips Lighting
Nigeria - Home Based, Nigeria, Nigeria
1d ago

Aim of the Job :

Responsible for the planning and execution of mid & long-term indirect channel strategies ensuring maximum Philips Health Systems market share.

The Indirect Channel Manager is managing the Channel Partners in the assigned territory ensuring profitable sales of Philips Healthcare products & services and constantly improving Channel Partners quality and coverage to enable sustainable & profitable growth for Philips and our Channel Partners.

The role would be preferably based in Nigeria and will report to the Health systems Sales leader Africa

Key Areas of Responsibility :

Responsible for total sales results (of all Lines of Business) and (Customer Services) services assigned to the Channel Partner in the assigned territory

Deploy strategies and tactical plans for the indirect sales channel based on customer needs synchronized with the Lines of Business (LoB), district, region, cluster and GSSI objectives

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

Drive sales to Channel Partners for all assigned LoB / services and coordinate / drive activities of Specialist IS to maximize sales of Channel Partners

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

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

Ensure a consistent and coordinated Philips Health Systems approach towards Channel Partners across all LoB and services by : conducting regular sales meetings with Sales Support and LoB to review performance of partners, results, forecasting, market intelligence, compliance governance

Own the forecast process including funnel maintenance of the channel in the assigned territory

Drive the 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

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

Identify new business, channel opportunities and customer needs in the region to ensure sustainable growth

Ensure appropriate level of cooperation between indirect and direct channel across at district and region level where appropriate to maximize partner & customer satisfaction and results

Responsible that the Channel Partner complies with the Philips Health Systems quality & regulatory (Q&R) requirements, as defined in the Philips Health Systems 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

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

Responsible that 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

Authorities :

Sales & pricing decisions within guidelines

Channel Partner selection & renewal (within appointment & approval framework)

Key measures :

Order intake, price realization and sales (versus target)

Customer Satisfaction (NPS) if applicable

Forecast accuracy and CRM funnel management information

Channel development

Clean orders (Order Data Sheet)

Accounts Receivable / cash-management

Education / Experience :

Degree level education or equivalent

Experience in a sales or account management role preferably in Healthcare or B2B environment

Experience in dealing with Distributors or Dealers

Experience of working within and preferably leading a cross functional team

Fluent in English and French, verbal and written. Additional Portuguese / Spanish will be an advantage.

International business experience

Cultural awareness

Availability to travel extensively

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