Distribution Channel Manager Emerging Markets #LI-Remote

Job Summary

This new role will partner with the VP of Emerging Markets, as well as with the commercial leaders of distributor markets across EM to define and drive implementation of a consistent model to support and drive performance of our distributor partners. This work will require strong cross-functional and communication capabilities to design processes, track implementation and influence the way our commercial leaders work with our distributors.

Principal Duties and Responsibilities

• Partner with the commercial teams to develop, execute and track a proper management process and model for our distributor channels
• Define criteria, KPIs, processes and templates to set objectives, evaluate and manage distributor performance (e.g. distributor dashboard)
• Define guidelines and criteria for the recruitment of new distributor channels or termination of relationship with existing distributors.
• Lead the distributor consolidation and go-direct initiatives.
• Develop and implement effective distributor recruitment strategy and put in place the right processes.
• Develop and deliver trainings to ZB commercial teams on how to manage distributors effectively
• Develop and deliver trainings to ZB distributors on how to become a trusted partner and successful distributor for ZB in close collaboration with the ZB Academy (working with ZB, Executing ZB strategies, selling excellence, launching a new product etc.)
• Define, support collection and analyze standard data from distributors regularly on market, competition, pricing, inventory, end customer sales, ZB dedicated sales force etc.
• Support geographical expansion efforts through identifying the right channels to new market while ensuring that all policy and procedures are adhered to.
• Represent EM on the Distributor and Agent Approval Committees and make recommendations on how to upgrade our distributor network
• Define guidelines for instrument deployment and transfer pricing in close alignment with the EMEA pricing team
• Put in place a regular communication channel/newsletter to ZB distributors in close alignment with Marketing and the commercial teams
• Put in place a clear evaluation criterion and lead the commercial to implement an annual distributor award program
• Support the legal and compliance teams in ensuring that all distributor contracts/agreements are in compliance with ZB standards, Incoterms and that company compliance policies
• Advise on commercial model enhancements to improve distributor satisfaction and sales potential.
• Advise distributors on specific strategic projects such as entering a new business segment, a new geography, improving organizational effectiveness

This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions”

Expected Areas of Competence

Personal skills requirements

• Strong business / commercial acumen, commercially astute.
• Strong analytical skills.
• Excellent communicator, with good cultural awareness.
• Excellent interpersonal skills both written and verbal
• Excellent presentation skills.

Education/Experience Requirements

Education

• Minimum 5 years of Sales/Sales Force Effectiveness or Finance management role in healthcare industry (Medical Devices industry experience strongly preferred).

Languages

• Fluent English, other EM country will be a plus.

Travel Requirements

• 50%