Job title:
Indirect Channel Manager
Your role:
Deploy strategies and tactical plans for the indirect sales channel based on customer needs synchronized with the business clusters and district objectives
• Ensure a consistent and uniform approach towards Channel Partners across assigned territory and all businesses
• Define and manage distributor requirements, responsibilities and duties. Responsible to share information and educate our partners.
• Search and Selection of channel partners in close collaboration with relevant stakeholders
• Set annual targets and prepare joint business plan (= PMC plan)
• Secure all Contract Management Processes are completed in a timely fashion: (New Partner Process, Regular DDP, BC setting, contract renewal)
• Together with legal: maintain uniform contract templates for various channel types. Escalation point for deviations from standards and for obtaining the relevant approvals (OCAP).
• Ensure onboarding/termination of partners (= life cycle management) is done professionally and timely
• Ensure planning of Partner Performance Reviews and execution thereof. Monthly KPI performance review of Partner Landscape and highlight gross deviations from target including corrective actions
• Q&R follow up: FCO’s, FSM, EU-MDR
• ICON maintenance
• Ensure that operational support is provided to the partners at the required level
• Establish and Monitor Partner Capability Development Plan execution and report progress
• Perform partner funnel management and derive partner forecast
• Normal standard dispute resolution between Philips and Partners
• Organize Partner Events
• Supports credit collection process
• Drives continuous improvements applying LEAN
• Ensure local organization and Indirect Channel Managers are trained and coached in the use of the Philips Partner Management processes and tools (SFDC for partners where relevant)
• Behavioral: Daily demonstration of Philips Leadership competencies and 5 behaviors
You're the right fit if: (4 x bullets max)
10+ years of experience post bachelor's degree
• OIT and Sales Indirect targets completion
• % of Indirect AR Overdue
• % of contract management processes (DDP, business criteria, contract returns) completed in time
• % of monthly Funnel/ quarterly Performance review conducted with Partners
• Average Partner’s capability rating
• NPS (Partner satisfaction)
• Visibility
• win rate
How we work together
We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.
Onsite roles require full-time presence in the company’s facilities.
Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.
Indicate if this role is an office/field/onsite role.
About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.
