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Channel Leader - Southern Africa

  • GE Healthcare
  • Experienced
  • Posted 11/9/2017 9:51:02 AM
  • 3001204
  • 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:
Channel Operations will play an integral role in supporting ICP General Manager& Sub-regional ICP GM’s. Responsibilities include leading a team that defines and delivers programs, drives all related processes and tools to enable channel partners that support our channel sales efforts.

Essential Responsibilities:


This individual will also have prime responsibility for delivering enhancements to business process and tools to drive continuous improvements in productivity, developing matrices, forecasting and reporting to measure the success of our overall channel business This role supports the channel strategy for channel effectiveness, competence & reach for HCS portfolio of products by working closely with the key stakeholders in sales and product teams. This role will work cross functionally and across groups to drive the channel business processes and improve the channel partner’s experience in doing business with GE. The critical role will lead the initiatives which can enable to develop channel partners for the business growth.
  • Establish and enable channel operational framework (wing to wing operations model for channel partners) across Africa by modality and LCT.
  • Lead & coach team of in-country (LCT level) channel operations team across Africa.
  • Partner with service channel management (service sales & operations) team to identify and build synergies in operational framework.
  • Partner with modality channel management (sales & operations) team to identify and build synergies in operational framework.
  • Own and deliver relevant metrics for all indirect channel business.
  • Establish joint business planning process (incl. reports) with Indirect Channel Directors/ GM to facilitate operating reviews to drive to meet the target operating plan.
  • Develop mechanisms and implement tools to provide visibility to channel partner funnel and transactions.
  • Develop channel partner performance criteria and performance management process to evaluate channel partners.
  • Put in place review process to evaluate ICP Go to Market Strategy by country, incl. parameters such as effective coverage, care area segmentation, performance of the channel partner feet on street etc. And considering direct channel distribution strategy, projects and primary and referral care strategies.
  • Implement standardized process of appointing, reliving and transitioning of channel partners.
  • Develop channel partner review mechanisms. Ensure timely renewal of agreements.
  • processes compliance - metrics (linearity, credit line, price lists, historical performance, quarterly reporting, market size/share, BL/Orders/Sales on monthly basis etc.).
  • Create/own channel competency ranking (financial, operational, organizational, etc.), benchmark partners and develop plans to increase competency in partnership with Training & Development Leader.
  • Develop channel succession planning. Ensure a healthy pipeline of alternative channels – regular/ spot dealers.
  • Collaborate with commercial excellence to define & deploy channel partner promotions and incentive programs.
  • Provide tools and coaching to facilitate operational excellence within channel partner teams.
  • Assist channel partners in finding complementing products to offer comprehensive portfolio to customers.
  • Develop and be accountable for after sales service strategies in partnership with service teams.
  • Ensure compliance with installed base data and inventory reporting.
  • Establish common framework for commission agreements across Africa accommodating modality/country needs.


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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