Indirect Channel Manager at GE Healthcare

Job Description Summary

• You will work within the East and Southern African region in order to drive growth of channels and GE Healthcare product portfolio, drive financial results, ensure compliance and be accountable for keeping the risk profile within the region norms and standards as well as driving channel effectiveness, competence and reach. You’ll own the Go To Market through the various indirect channels in the designated region and lead a team of Channel account managers.

You will be based in Johannesburg or Nairobi

Job Description
Essential responsibilities

• Deploy the channel strategy and initiatives with co-development and guidance of Channel management Center of Excellence
• Be responsible for growth, coverage and penetration of the end user market within the channel segment
• Be responsible for management and development of channel account teams.
• Ensure strong Account plan discipline with channel partner and channel account teams.
• Provide strategic leadership on Channel partner vision, deployment and support strategies, training requirements and execution and utilization of resources
• Evaluate channel partner efficiency and delivery and constantly evaluate the portfolio on various parameters including effective coverage, care area segmentation, performance of the dealer feet on street
• Enhance the utilization of existing channels with a view to integrate and simplify where appropriate, help formulate strategies for identifying, developing and managing new channels by leveraging synergies in your region
• Monitor channel effectiveness and improvement initiatives
• Develop and Drive Op Mechs for performance reviews with channel partners
• Ensure effectiveness of recruitment, onboarding and management of channels inside the region.
• Ensure a healthy pipeline of alternative distribution channels- long-term and spot
• Analyze territories and maintain in conjunction with country leadership and appropriate coverage models
• Identify potential Channel Partners, recruit, qualify and facilitate thru appointment process including gaining necessary approvals
• Ensure channel partner sales force effectiveness/skills and coordinate with modality teams for product certification programs
• Track and communicate market trends, to/from field including competitor data, and develop and lead effective counter-strategies.
• Embrace and implement Channel Partner management best practices
• Responsible for forecasting based on channel prospects.  Adept in calling estimates with Risks and Opportunities.
• Demonstrated ability to analyze customer data and develop financially sound sales offers
• Assist channel partners in finding complementing products to offer comprehensive portfolio to customers.
• Mapping of competition channel partners, their strengths and weaknesses.
• Maintain and nourish relationships with KOLs in the assigned business segment/territory

Qualifications/Requirements

• Bachelor degree or above
• At least 5 years’ experience in Healthcare related sales
• Experience in direct sales or through channel partners of multiple products in Healthcare imaging equipment
• Experience in leading a sales team and channel partner teams to achieve business goals.
• Demonstrated experience and success in the management of alternative sales channels of multiple products in Healthcare imaging equipment sales.
• Experienced strategic leadership skills
• Exceptional skills as a change agent and process oriented individual
• Fluent in English and local language speaking
• Excellent written and verbal communication and presentation skills.
• Customer focused mindset with proven ability to respond quickly to internal and external customer needs
• Ability to build rapport, energize and influence people
• Strong ethics, integrity and compliance orientation
• Takes initiatives, accountability and responsibility for own work.
• Strong presentation, coordination, commercial, analytical, negotiation, problem solving and influencing skills.
• Must be highly motivated, results driven, energetic and capable of multi-tasking in a dynamic, rapidly growing organization.
• Strong knowledge and experience of end to end sales process and working with cross functional teams (Order to Remittance, Finance, Services, Country sales, Inquiry To Order etc.)
• Successful experience in multi-stakeholder environment
• Analytical and clear-thinking skills with the ability to synthesize complex issues into simple solutions and messages.
• Demonstrate ability to work independently