Indirect Channel Manager West Africa

Marketing & Advertising
Lebanon 🇱🇧
October 2, 2023

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Job Description

Job TitleIndirect Channel Manager West AfricaJob Description

Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.
But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common. An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions – the kind that make a real difference – when it matters most.
The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.
 

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.

In return, we offer you

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. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

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. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there,you can also learn about our recruitment process, or find answers to some of the frequently asked questions.

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