Manager - ICM (Indirect Channel Management)

Location

Bangalore | India

Job description

The individual in this position is expected to bring in professional process-based management of the Indirect Sales Channel in Stryker India, working closely with ICs (indirect channel partners / dealers / agents). This is a field-based position, responsible for direct interactions with the existing and potential channel partners of Stryker India.

Why join Stryker

Our total rewards package offering includes bonuses, healthcare, insurance benefits, retirement programs, wellness programs, as well as service and performance awards - not to mention various social and recreational activities, all of which are location specific.

Who we want:

• Analytical problem solvers. People who go beyond just fixing issues to identify root causes, evaluate optimal solutions, and recommend comprehensive upgrades to prevent future issues.
• Strategic thinkers. People who enjoy analyzing data or trends for the purposes of planning, forecasting, advising, budgeting, reporting.
• Collaborative partners. People who build and leverage cross-functional relationships to bring together ideas, data and insights to drive continuous improvement in functions.

What you will do:

IC Pre-appointment (Entry evaluation of new dealers)

• Understand and sense check the commercial need for a new IC appointment
• Review IC business case (if applicable)
• Work with Commercial sponsor and interview IC to check the fitment for Stryker business

IC Relationship Management Business Reviews

• Be involved with Key IC business reviews when appropriate
• Design, circulate and manage IC one pager
• Ensure IC commercial sponsors complete IC one pager
• Coordinate between ICs and other corporate functions to address operational issues
• Business case validation of pricing for deals outside of FMV range
• Performance Management
• Support annual performance evaluation process
• Ownership of training certification programs

Compliance

• Coordinate with compliance on new policies and procedures
• Provide compliance input on training requirements for ICs
• Be involved in compliance issues related to ICs
• Ensure annual IC certification is complete

ICs of acquired companies

• Be involved with acquisition integration (if ICs are included)
• Own the coordination and integration of acquired ICs
• Responsible for ensuring all acquired ICs are loaded into IC system and standard DD is followed

IC renewals / terminations

• Be involved in the termination discussion and exiting of ICs
• Coordinate between IC, Sales other corporate functions to ensure all terms are completed and IC is appropriately recorded in System

Market Networking

• Attend market events build networks with key stakeholders to understand the market dynamics and IC landscape
• Build networks within Markets to identify new potential ICs or understand the risks with Stryker ICs

Others

• Work extremely closely with the sales team with multiple departments to drive execution, identification of bottlenecks and interventions to streamline the overall selling process.
• Travel extensively to meet the Channel Partners drive the right behavior and to develop deep relationships.

What you will need:

• 8 years of overall experience in a commercial organization spread across sales and/or channel management roles.
• Commercial / business acumen with ability to build relationships, trust influence
• Self-driven with an ability to work in a highly dynamic and complex business environment to drive execution with minimal supervision
• Strong leader who can prioritize well and communicate clearly across all levels of the organization with a proven ability to influence others
• Experience working with external partners and internal stakeholders to meet deliverable requirements
• Strong analytical and quantitative skills; ability to work with business owners to define key business questions and to build data sets that answer those questions
• Excellent written and verbal communication skills, strong numerical and analytical aptitude, proven negotiation skills
• Demonstrated success in achieving aggressive short, medium and long-term goals
• Demonstrated bias for action with strengths in problem solving, issue-resolution, ability to work in a deadline driven work environment, attention to detail, and ability to multitask
• Demonstrated ability to credibly coordinate between multiple functions and business stakeholders, as well to understand the systems and processes that will be utilized in achieving program objectives
• Advanced knowledge with all MS Office tools including Excel
• High level of ethical standards and personal integrity
• Strong commitment accountability to deliver results
• Building trust taking others along
• Strong bias for action
• MBA from a leading Business School
• Prior experience of channel management would be an added advantage

Job tags

Salary