Program Manager - Channel Management in Gurugram at Stryker Corporation

Date Posted: 9/26/2019

Job Snapshot

Job Description

Channel Strategy

  • Develop and implement channel strategy to support sustainable sales growth including when to work with channel partners vs going direct, defining role of channel partners
  • Segment channel partners from a strategic and operational perspective and develop go to market model in accordance
  • Conducting business viability assessment including territory balance & mapping, due diligence for indirect channel, development program for channel partners

Channel Management

  • Develop SOP’s for lifecycle management of channel partners addressing in/out/renewal scenarios
  • Negotiate commercial terms with channel partners jointly with ICM & Sales teams & perform regular performance review, performance analysis and issue redressal. Be proactive to foresee possible issues and take preventive actions.
  • Build & maintain effective and transparent communication flow with channel partners
  • Responsible for engaging the onboarded channel partner engagement
  • Design and conduct training programs to improve competency level of channel partners

Channel Logistics

  • Build up process to manage the instrument flow, from company to regional hub, from regional hub to warehouse, and from warehouse to hospital, etc.
  • Set system to ensure instrument asset to be stored and distributed properly through periodic audit and data validation with finance team.
  • Closely work with implants sales team to work out and implement the procedure of instrument distribution to ensure its efficient and effective.

Channel Governance

  • Ensure that all agreements, policies and SOPs relating to channel management are maintained, updated.
  • Own the channel partner due diligence & other SOPs around Indirect Channel Management.
  • Ensure channel partner adherence to Stryker policies including finance, operations, compliance & legal

Others

  • Role would require the incumbent to 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 occasionally to meet the Channel Partners & drive the right behavior and to develop deep relationships.

Desired Skills

  • 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

Work From Home: No

Travel Percentage: None

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