Regional Manager - ICM in Gurugram at Stryker Corporation

Date Posted: 3/4/2020

Job Snapshot

Job Description

Position summary:

This person 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 / sub-dealers / agents).

Essential Duties & Responsibilities:

This is a field-based position, responsible for direct interactions with the existing and potential channel partners of Stryker India. The person in this role would be responsible for the activities as broadly categorized below:

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 to get an introduction with IC and discuss Stryker IC expectations

IC Relationship ManagementBusiness 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 IC's

Be involved in compliance issues related to IC's

Ensure annual IC certification is complete

ICs of acquired companies

Be involved with acquisition integration (if IC's are included)

Own the coordination and integration of acquired IC's

Responsible for ensuring all acquired IC's are loaded into IC system and standard DD is followed

IC renewals / terminations

Be involved in the termination discussion and exiting of IC's

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 IC's or understand the risks with Stryker IC's

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 extensively to meet the Channel Partners & drive the right behavior and to develop deep relationships.

Desired Skills

  • 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

Leadership

  • High level of ethical standards and personal integrity
  • Strong commitment & accountability to deliver results
  • Building trust & taking others along
  • Strong bias for action

Education & Experience:

Education

  • MBA from a leading Business School

Experience

  • Minimum 6 years of overall experience in a commercial organization spread across sales and/or channel management roles.
  • Prior experience of channel management would be an added advantage

Work From Home: Not available

Travel Percentage: 80%

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