Channel Development Manager

Job Overview工作概述

You will responsible for chooses and develops distribution partners through knowledge of the local markets and competitors.  Serves as the interface between the company and the distributor, which will include sales, marketing, contract compliance, training and other support activities.

这个岗位负责通过了解当地市场和竞争对手来选择和发展分销伙伴。作为公司与分销商之间的接口，他/她的职责将包括销售、营销、合同遵守、培训和其他支持活动。

Job Responsibilities and Essential Duties工作职责和基本职责

A list of the main responsibilities and percentage of time spent in each responsibility or group of responsibilities: 主要职责以及每一职责或一组职责所占时间百分比清单：

Channel Management 渠道管理 (85%)

• Analyze market trends and competitors, understand regional channel scale, qualifications, and business traits, analyze existing channel coverage and market share, and complete regional channel planning.

分析市场趋势和竞争对手情况，了解区域内渠道的规模、资质、经营特点，分析现有渠道的覆盖和市场占有情况，完成区域渠道规划

• Develop and manage the channels within the region, including but not limited to platform distributors, regional distributors, and SVC distributors.

开拓并管理区域内销售渠道，包括但不限于平台经销商、区域经销商、售后经销商

• Identify and evaluate potential channel partners, collaborate with the sales team to screen and continuously visit and follow up on channels within the region, negotiate cooperation terms with them, and reach cooperation agreements.

确定并评估潜在的渠道合作伙伴，协同销售团队进行区域内渠道筛选和持续拜访跟进，与其洽谈合作条款，达成合作协议

• Establish and maintain a close cooperative relationship with channel partners, provide necessary support and training, and ensure that they understand and can effectively sell the company's products.

建立并维护与渠道合作伙伴的紧密合作关系，提供必要的支持和培训，确保其了解并能有效销售公司产品

• Set and achieve channel sales targets, monitor performance, and adjust strategies promptly to meet regional sales goals.

负责渠道销售目标的制定和实现，监控销售业绩并及时调整策略以确保区域内销售目标的达成

• Regularly analyze distributor market share and purchase, sales, and inventory data, collaborate with sales and marketing to analyze reasons with distributors and reach consensus on countermeasures.

定期分析经销商的市场占有率、进销存数据，汇同销售、市场等部门，与经销商分析原因，达成多方共识的应对措施

• Proactively coordinate with strategic distributors to hold regular meetings, formulate action plans, and track progress regularly.

主动协调各方与策略经销商定期召开会议制定行动计划，并定期跟踪

• Proactively decide to terminate or not renew contracts with non - compliant distributors, negotiate with the sales team, accurately assess risks, and develop response plans.

主动与不符合业务需求的经销商做出解约及不续约决定，协同销售团队进行谈判，准确预估及判断后续风险，并制定相应的应对计划。

Inventory management 库存管理 (10%)

• Inventory management optimization through the channels and monitoring and auditing the inventory at channel including the consignment planning and adjustment to prevent and minimize the risks of overstocking beyond the company policy.

通过渠道进行库存管理优化，监控和审核渠道的库存，包括寄售计划和调整，以防止和减少超出公司政策的库存风险。

Others 其他 (10%)

• Ensure the Distributor understands our Code of Conduct and Corporate Integrity Policy and have been trained accordingly.

确保经销商理解我们的行为准则和企业诚信政策，并已经接受了相应的培训。

• Ensure that any and all potential code of conduct issues are immediately reported through the appropriate channels.

确保任何潜在的行为准则问题都会立即通过适当的渠道报告。

Minimum Requirements任职条件

• Bachelor’s degree or above in any majors

本科学历及以上，专业不限

• 10+ years experienced & excellent know-how in healthcare & medical

在医疗保健和医学领域拥有10年以上的经验和出色的专业知识

• 15+ years experiences & excellent management skills for channel, partner relationship management & distributor in China.

在中国拥有15年以上的渠道管理、合作伙伴关系管理和分销商管理的卓越管理技能

Required Knowledge, Skills and Abilities 所需的知识、技能和能力

• Good communications, presentation skills, and decision making skills

良好的沟通、演讲技巧和决策能力

• Relationship building skills, and results oriented.

关系建立技巧，以结果为导向

• Good ability to influence or effect change, multi-tasking and prioritization skills Strong organizational skills.
• 良好的影响力或变革能力，多任务处理和优先级管理技能，强大的组织能力

Supervision/Management of Others监督/管理别人

No

Internal and External Contacts/Relationships内部和外部联系人/关系

• Main contacts, internal

Channel Team

Sales Team

Supporting Team

• Main contacts, external

Distributor

Environmental/Safety/Physical Work Conditions环境/安全/工作环境

• Ensures environmental consciousness and safe practices are exhibited in decisions

确保在决策中体现环保意识和安全措施

• Use of computer and telephone equipment and other related office accessories/devices to complete assignments

完成任务时电脑、电话设备和其他相关办公用品/设备的使用

• May work extended hours during peak business cycles

在业务高峰期可能会延长工作时间

• This position is subject to flexible working system.

本岗位实行弹性工作制

• Travel requirements - 50%

出差要求- 50%