Indirect Channel Manager West Africa at Philips

In this role, you have the opportunity to make life better

• Looking at the challenges the world is facing today Philips’ purpose has never been more relevant. So, whatever your role, if you share our passion for helping others, you’ll be working towards creating a better and fairer future for all.

You are responsible for

• 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 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.
• 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

You are a part of

• An organization with an incredible diversity of nationalities, skills, backgrounds, functions and challenges. At Philips we have opportunities for graduates as well as experienced professionals in everything from applied research to marketing and sales in over 100 countries. We’re a fascinating company to be part of, with a strong emphasis on cultural awareness, mutual understanding and out-of-the-box thinking.
• You will report to the Health Systems Sales G&L

To succeed in this role, you’ll need a customer-first attitude and the following

• Degree level education or equivalent
• Experience in sales or account management/channel management in medical devices is a must,
• Experience in dealing with Distributors or Dealers
• Experience of working within and preferably leading a cross functional team
• Fluent in English verbal and written is a must have - in addition a good level of French will be an advantage.
• International business experience
• Cultural awareness
• Availability to travel extensively.