Channel Sales Specialist IV
To over achieve primary sales revenue and market share targets for a specified regional territory, by promoting Medtronic products and therapies to doctors/ specialists through channel partners.
To practice effective claim management, AR management, bank guarantee functions and distributor management in terms of appointment, reviews and termination
Responsible for achieving primary AOP in terms of product units and revenue
Responsible for forecasting of primary purchase and billing, remove all the hurdles and accomplish the planned target
Identifying, appointing and networking with reliable channels, resulting in deeper market penetration and wider market reach.
Forging partnerships with potential franchisees/channel partners, for deeper market penetration.
Evaluating performance & monitoring channel partner sales and marketing activities.
Providing training and sales support to the channel partners, ensuring accomplishment of revenue and profitability targets.
Periodic reviews and audits of the channel partner operations to ensure highest standard of customer satisfaction.
Build profile of distributors required in consultation with business and DMT
Build and own the policy on termination / exit for the distributors along with the DMT.
Daily co-ordination with distributors and monitor distributor customer relationship
Monitor distributor financial health in terms of capability to invest in market or to fund the growth of Medtronic growth expectation
Reviewing the secondary sales performance and the primary sales performance, understand the gaps if there are any, agree on a mitigation plan along with Regional Manager and distributor
Responsible to ensure discipline, compliance, coverage and revenue achievement of distributors
Responsible for looking into distributor margin
Creation of contracts and poor patient discounts request and competitor prices
Responsible for collating no due certificates every quarter end
Audit all supporting documents against each and every claim and get it processed through Business coordinator
Will be responsible for complete claim management & A/R support
Creation of Accounts Receivable, distributors AOP, credit limits, credit period, bank guarantee.
Keeping an eye on Distributor Accounts Receivable, following up on weekly basis with distributors on collection
Streamlining pre-existing processes to enhance the efficiency & minimizing operational costs.
Conceptualizing & implementing sales promotional activities like Cross Promo, as a part of brand building & market development effort.
Providing BCS training to distributors and their employees
Leverage experience in the medical devices and allied/similar markets to identify new distributors for all business in line with criteria (including strategic fit) agreed with DMT and business.
Proactively raise issues to business in the distributor model from the perspective of both, business/company and distributors.
Qualifications – External
Must Have – Minimum Requirements
Graduation is must and MBA degree would be preferred
6– 12 years of Experience in Sales and Distribution Management
Preferably from consumer durables or FMCG industry with experience of managing large volume of business and distributors
Good verbal communicator and presenter – Good command over English
Ability to communicate assertively and confidently with distributors
Nice to Have
Adaptability and flexibility to handle and manage different distributors from different geographic region
Ability to work in a dynamic and complex environment
Ability to deal with ambiguity and capable of solving problems with creativity
Accepts change and motivates self and team to adapt to change
Willingness to learn, especially technical information
Seeks continuous improvement of self, team and processes, bring up innovative ideas to enhance business.
Flexible, resourceful, adaptable, and thoughtful
Identifies with the six tenets of the Mission – Contribution to human welfare, Growth, Quality, fair Profit, recognize the worth of people and good corporate citizenship.
Models the highest standards of honesty, ethics, and integrity.
Consistently promotes and adheres to letter and spirit of Medtronic Code of Conduct, all applicable laws, and company policies.
Promotes and ensures an environment where ethical behavior is expected and unethical behavior is not tolerated; expeditiously takes appropriate action when problems occur.
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