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Channel Leader - North West Africa

  • GE Healthcare
  • Experienced
  • Posted 12/5/2017 3:49:26 AM
  • 3000703
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): France, Morocco; Casablanca


About Us:
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.

Role Summary:
The Channel Sales Director for a designated region will:
1. Own the orders, sales and cash targets for all ICP’s in their region
2. Be accountable for the growth targets for the cumulative and individual ICP’s in their region
3. Work will the LCT GM’s in their regions to grow the GEHC product portfolio
4. Ensure compliance adequate risk management in collaboration with the Channel Compliance team (TBD…likely in Channel Ops role)
5. Driving channel effectiveness, competence and reach.

Essential Responsibilities:
• Deploy channel strategy & initiatives in partnership with the LCT GM.
• Responsible for growth, coverage and penetration of the end user market within the channel segment.
• Drive the OP for the modalities and channel partners in the assigned territories.
• Ensure strong Account plan discipline with channel partner and channel account teams.
• Provide strategic leadership on Channel partner vision, deployment and support strategies, training requirements and execution and utilization of resources
• Evaluate channel partner efficiency and delivery and constantly evaluate the portfolio on various parameters including effective coverage, care area segmentation, performance of the dealer feet on street.
• Enhance the utilization of existing channels with a view to integrate and simplify where appropriate, help formulate strategies for identifying, developing and managing new channels by leveraging synergies in your region
• Monitor channel effectiveness and improvement initiatives.
• Develop & Drive Op Mechs for performance reviews with channel partners
• Ensure effectiveness of recruitment, onboarding and management of channels inside the region.
• Ensure a healthy pipeline of alternative distribution channels- long-term and spot
• Analyze territories and maintain in conjunction with country leadership and appropriate coverage models.
• Identify potential Channel Partners, recruit, qualify and facilitate thru appointment process including gaining necessary approvals.
• Ensure channel partner sales force effectiveness/skills & coordinate with modality teams for product certification programs.
• Track and communicate market trends, to/from field including competitor data, and develop and lead effective counter-strategies.
• Embrace and implement Channel Partner management best practices.
• Responsible for forecasting based on channel prospects. Adept in calling estimates with Risks & Opportunities.
• Demonstrated ability to analyze customer data and develop financially sound sales offers.
• Assist channel partners in finding complementing products to offer comprehensive portfolio to customers.
• Mapping of competition channel partners, their strengths and weaknesses.
• Maintain and nourish relationships with KOLs in the assigned business segment/territory.

Qualifications/Requirements:
Qualifications:
1. Bachelor degree or above
2. At least 7 years’ experience in Healthcare related sales or marketing management
3. Demonstrated experience and success in the management of alternative sales channels
4. Direct and/or indirect leadership experience
5. Strong executive presence with exceptional ability to present to C-suite level decision makers
6. Proven success of business coaching
7. High ethics and integrity
8. Fluent English and local language speaking
9. Strong negotiation skills
10. Proven coordination and influencing skills to set and drive an agenda with third parties
11. Customer focused mindset with proven ability to respond quickly to internal and external customer needs
12. Ability to build rapport, energize and influence people
13. Analytical with strong ability to present findings in a concise and simple manner
14. Interpersonal flexibility, tolerance and listening skills
15. Strong ethics and compliance orientation


Quality Specific Goals
1. Be aware of and comply with the GEHC Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations as they apply to this job type/position.
2. Complete all planned Quality & Compliance training within the defined deadlines
3. Identify and report any quality or compliance concerns and take immediate corrective action as required.
4. Maintain knowledge of and understand all applicable Global Privacy and Anti-Competition Policies (including but not limited to GE Healthcare HIPPA Guidelines, NEMA Regulations, etc.) and operate within them to ensure that no company policy or Local/ Int’l Law is broken.
5. Maintain knowledge of and understand all applicable Environmental Health Policies (including but not limited to GE Healthcare EHS Policies, GE Healthcare Fleet Rules, etc.) and operate within them to ensure that no company policy or local / Int’l Law is broken.
6. Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Desired Characteristics:
1. Strong expertise in local Healthcare Legislation and regulations
2. Proven senior level success in managing sales channels of multiple products in Healthcare equipment sales and flow business sales
3. Experienced strategic leadership skills
4. MBA desirable, ability to analyze business models

Locations: France, Morocco; Casablanca

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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