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Channel Excellence & Development Manager, Africa

  • GE Healthcare
  • Experienced
  • Posted 11/9/2017 10:51:08 AM
  • 2998523
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): South Africa; Johannesburg


About Us:

GE Healthcare provides transformational medical technologies and services to meet the demand for increased access, enhanced quality and more affordable healthcare around the world. GE works on things that matter - great people and technologies taking on tough challenges. From medical imaging, software & IT, patient monitoring and diagnostics to drug discovery, biopharmaceutical manufacturing technologies and performance improvement solutions, GE Healthcare helps medical professionals deliver great healthcare to their patients.
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Role Summary:
Indirect Channels are a major portion of the GEHC Go to Market Strategy, with an estimated ~2,500 indirect channel partners globally generating ~$4B revenue for GEHC on an annual basis. Optimizing this commercial engine is critical to the sustained growth of GE Healthcare in Africa. In this role, the Channel Excellence & Development Manager will work closely with the Product/ Franchise and Commercial Teams to enable profitable growth across GEHC Africa's channel portfolio.

Essential Responsibilities:
He/she will architect and implement a set of scalable frameworks, guidelines, and tools to expand GEHC overall competencies & effectiveness with channel partners. This will include process design, mapping & assessment, as well as identifying simplification & growth opportunities, and developing and implementing optimized solutions to exponentially GE business.
  • Actively develop GE Healthcare's Indirect Channel capabilities by implementing channel excellence models closely aligned with the marketing and product teams in close cooperation with the direct sales; primary and referral care and projects teams. Provide and institutionalize concepts, frameworks, tools and processes required to develop, implement and manage an effective channel strategy.
  • Optimize financial growth and profitability of channel partners, including coverage and penetration of the end user market within the channel segment.
  • Drive channel effectiveness, including strategies for identifying, developing, and managing new channels.
  • Support the creation of a culture of highest integrity and compliance within channels .
  • Partnering with the Sub-Regional LCT Indirect Channel Directors in identifying key segments, initiatives, territories and product lines for the region to help drive effective and efficient Go-to-market strategy and team structure.
  • Lead workouts and initiatives with the Regional and Product commercial leaders to define appropriate Channel Management models and implementation plans.
  • Enhance GEHC's overall suite of Partner Relationship Management tools for indirect partners.
  • Utilize new tools and techniques to support the assessment of partner performance (in partnership with the Channel Operations Leader), and drive improvements across a portfolio of channel partners.
  • Leverage best practices to grow existing channel partners and increase the percentage of time they spend selling our most profitable products/services.
  • Effectively address issues involving channel economics, compensation, and conflict management.
  • Implement channel management competency models to influence commercial training, recruitment and staffing, curriculum refreshes, and talent development.
  • Develop the business case associated with making any changes identified by the strategies listed above.
  • Drive strong cross-functional collaboration with Marketing, Commercial Excellence, Finance, and Human Resources teams in the development & execution of strategies listed above.Lead channel excellence improvement programs in line with local & global imperatives and business cadence across channels, franchises, modality segments. Drive cultural change by using learnings & training methods where possible.
  • Support the business by supplying and executing on project & transformation management services and deal coaching in highly complex strategic opportunities.
  • Drive programs to ensure tightly integrated marketing and sales to enable sales excellence across all channels.
  • Shares best practices and adopts innovative ways to transform the sales channels from product advocates to providing fresh insights and new ideas to resolve customer business issues and ultimately accelerate revenue across products and services.
  • Responsible for driving the development and execution of an indirect channel framework that assesses the capabilities of the indirect channel and provides actions that support the channel to attain the desired goals. To own, localize and support sales and marketing to implement global Indirect Channel Excellence programmes.
  • To enable the achievement of growth targets within the indirect channel by improving the quality and competence of our Indirect Sales & Marketing Teams and our Distributors by coaching and Indirect Channel Excellence programmes.


Qualifications/Requirements:

  • Ideal candidate is an experienced Sales Professional with an outstanding international commercial background and strong affinity for coaching / teaching.
  • Typically requires a minimum of 10 years of related experience and a Master’s degree.
  • Experienced Sales Professional comfortable and confident to lead discussions at channel C-level across technology, clinical, financial and operational areas in a consultative approach bringing insights and new ideas to resolve channel and end-customer issues in complex business environments.
  • Proven track record in organizational transformation and change management.
  • Strong strategic and analytical thinker who takes the initiative to make a positive impact on the organization.
  • Mature leader with ability to influence and steer ecosystem and manage multiple stakeholders at various levels of the organization.
  • Ability to analyze current market, competitive, technical and societal environments to translate opportunities into business successes.
  • Understanding of dynamics and requirements of B2B and B2G business models.
  • Proven track record of leading comprehensive, high profile projects in areas of sales and/or marketing, within complex and/or matrix organizations.
  • Solid process and program management orientation, demonstrated project planning and resource management/allocation experience and the proven ability to multi-task effectively and manage multiple priorities at one time.
  • Creative Problem Solving –Strong analytical skills demonstrating ability to identify root causes of problems; generate and evaluate creative alternative solutions; implement problem resolutions quickly and effectively with fact-based decisions.
  • Robust interpersonal skills, with evidence of teamwork, coaching and collaboration.
  • Experience interfacing with both internal team members and external customers in finding value added solutions to improvement opportunities.
  • Strong communication skills to synthesize complex issues and communicate into simple messages.
  • External focus, entrepreneurial thinker: having the view on the broader picture.
  • Team player.
  • Fluent in English, additional languages are a plus.
Must have valid authorization to work full-time without any restriction in the role’s location.

Desired Characteristics:

  • Demonstrated ability to develop and maintain relationships with customers/ channels and GE Healthcare functions.
  • Ability to energize, develop, and build rapport at all levels within an organization.
  • Proven professional business acumen and relationship building skills including intercultural competencies and mastery of diplomatic behaviors.
  • "Change Agent" experience, CAP Leader trained.
  • Result oriented.
  • Demonstrated experience and success with Indirect Channel management and Strategy.


Locations: South Africa; Johannesburg

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.


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