• Support Channel Operations by developing new and streamlining existing Channel processes, systems, policies, and procedures. Evaluate, create, and manage internal tools, processes, and SOP’s. Perform revenue projections; develop forecasting tools & processes for bottoms-up analysis to assist in setting up best channel practices. Track, analyze, current sales performance, and recommend territory end-user coverage and initiatives to capture sales opportunities and maximize growth. Provide trend, market opportunity, and competitive analysis to drive market penetration. Assist in creating territory/region assignment, structuring incentive plans, and setting quotas.
• Support the Director of Market expansion to drive channel management initiatives for LATAM. Also, support in developing and implementing an overreaching distribution strategy and best practices for MDT plc that optimizes the channel’s productivity, while recognizing its unique business needs.
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• Collaborate with legal, finance, general managers, business unit leadership, customer support, regulatory and compliance to ensure that channel management network has the proper tools and promotional programs to address market opportunities, while establishing proper processes and control to succeed in today’s complex, highly regulated healthcare environment, while meeting distributor and customer requirements. The above should entail the development and enablement of incentive programs, rewards, samples policies, financing & rental programs, etc.
• Accelerate and expand MDT’s penetration and growth in the market by collaborating closely with our partners and BUs, identifying and tracking growth market trends to capitalize on the opportunities
• The above would include the gathering of Business Intelligence to drive better decisions through the assessment of market opportunities, and development of Heat maps to ensure proper end-user coverage; by assessing opportunities for distributor rationalization, key and corporate accounts prioritization, analyzing purchasing patterns across the different hospitals to identify gaps that can be fulfilled via our One MDT offering
• Stratify Key Accounts Customers, and Distributor/Agents partners to prioritize business opportunities, assign the most efficient channel and ensure we achieve a high level of operational efficiency. Identify & develop incentive/rewards programs, as well as penalties to ensure customer satisfaction, as well as ensuring 100% compliance audit
• Design standardized distributor appointment and review process (SOP and Timing)
• Derive Dashboards with Metrics that report leading indicators, to track progress and ensure the applied strategies and tactics are effectively driving results – drive corrective actions as needed.
• Drive adaption of LATAM channel policy model, as well as collaborate with colleagues in other markets, to leverage best practices across LATAM to Drive channel maturity map to institutionalize best practices in LATAM, to include the development of a standardized channel policy to ensure distributor performance outcomes
• Provide access and guidance to each individual, including distributor partners, in the channel team via training, e-learning, tools, etc.
• Validate due diligence and distributor review guidelines
• On-going analysis of the overall MDT’s adherence to the channel policies, processes and strategies
• Management of standardized contracting process
• Ensure proper distributor support programs are available
• Provide recommendations based on due diligence outcomes
• Evaluate contract compliance
• Provide new business integration work stream leadership
• Analyze needs and competency level of distributor network and identify opportunity for standardize training and education programs
• Perform an analysis of all distributor contracts, considering logical areas for standardization across business units and regions
• Support regional and country strategic channel planning as required
Qualifications
EDUCATION AND EXPERIENCE:
• B.S. Business or related field. Degree required; MBA desirable
• Must have experience working in a matrix environment, healthcare industry. and senior level analytical experiences.
• Minimum 5 years managerial level and 10 years related work experience
• Minimum 3-yearsexperience in managing complex, international distributor networks.
• Strong analytical and problem solving skills
• Proven ability to develop and manage strategic plans
• Ability to prepare and execute presentations
SKILLS/COMPETENCIES:
• Must be bilingual in English and Spanish, Portuguese a plus
• Proven track record of attaining organizational and personal objectives
• Able to travel internationally 30% of the time
• Strong work ethic and customer service mentality
• Adaptable, strong team player with outstanding communication skills and ability to work with all functional areas
• Proficient in working with Regional and local Sales and Marketing leaders to develop short and long-term goals that are specific to each distributor, but also to meet organizational goals
• Strong negotiator with others, incorporating various strategies and desired outcomes
• Ability to influence all customers (both internal and external) on issues that impact the business and its channel management strategies
• Thorough knowledge of and dedication to distributor compliance laws and regulations.
• Have deep understanding of the distributor’s business model and their challenges and use that understanding to design and implement innovative solutions that create competitive advantage for the company.
• Anticipate future trends and directional shifts in the relevant marketplace, industry and environment. Able to construct meaningful competitive strategies for addressing the known and unknown of future business scenarios.
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