ICM_Senior ICM Manager_ Beijing/Shanghai

Position summary:  

​​This role is to support Channel Mgmt Director to develop and manage multiple commercial sales channels, including distributors, and other business related independence 3rd party covering all products of Stryker. This role is also required to interact with major distributors in order to strengthen distribution for the portfolio of company products 

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Essential Duties & Responsibilities: (Detailed Description) 

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• ​Responsible for part of general- distributors and sub-distributors’ management. Nurture and manage existing channel relationships to generate significant revenue growth across the territory, as well as establish new relationships that company doesn’t currently engage with. 

• ​Work with partners on direct end user engagements, as well as manage local and virtual resources on direct and channel management function. 

• ​Demonstrate to the partners how to drive a standard sale cycle, properly position company’s solutions, negotiate pricing and close the deals. 

• ​Ensure effective work with distributors. Negotiate and agree on sales objectives for the allocated distributors based on sales history by products, promotional activity, estimated market dynamic and planned distributors expansion.  

• ​Ensure compliance of all contracts and orders with the corporate procedures and local legislation 

• ​Leverage Distributor coverage to meet end user demand and develop channel bench strength 

• ​Propose, develop, implement and monitor distributor’s sales objectives consistent with company overall strategy. Develop distributor incentive plans, recognition and promotional program 

• ​Develop selection criteria for identifying new distributors and distributor balance scorecard for due diligence 

• ​Select and recommend distributor for appointment, evaluate performance and provide recommendation to terminate or renew. Liaise with channel management on distributor appointment, induction, renewal and termination process.  ​​​

Education & Experience: 

• University degree in Business marketing and /or MBA preferred 

• Relevant experience in Pharmaceutical and medical device industry 

Physical & Mental Requirements: 

• ​​Excellent interpersonal skills with proficiency in spoken and written English and Chinese 

• ​Good understanding of regional Reimbursement processes and healthcare system in the country  

• ​Strong learning agility and hard-working style 

• ​Detail oriented and down to the earth 

• ​Excellent interpersonal and communication skills 

• ​Outstanding communication, negotiation and influencing skills 

• ​Innovative and critical thinking with performance oriented drive 

• ​Proven ability to develop trust-based relationships with key stakeholders​