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Channel Leader - East Africa

  • GE Healthcare
  • Experienced
  • Posted 1/12/2018 4:50:23 AM
  • 2999311
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): Kenya; Nairobi


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:
Own orders, sales & cash targets for all ICP’s in the region, Accountable for the growth targets for the cumulative & individual ICP’s in the region, Work with LCT GM’s in their regions to grow the GEHC product portfolio. Ensure compliance adequate risk management in collaboration with the Channel Compliance team riving channel effectiveness, competence & reach. Role owns the GTM through the various indirect channels in the designated region and lead a team of Channel account managers.

Essential Responsibilities:


  • Coordinate the multi-functional team that will enable channel effectiveness – service, HPM, etc.
    Deploy channel strategy & initiatives in partnership with the LCT GM.
  • Responsible for growth, coverage & penetration of the end user market within the channel segment/s.
    Drive the OP for the modalities & channel partners in the assigned territories.
  • Ensure strong Account plan discipline with channel partner & channel account teams.
  • Provide strategic leadership on Channel partner vision, deployment & support strategies, training requirements & execution & utilization of resources.
  • Evaluate channel partner efficiency & delivery & 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 & simplify where appropriate, help formulate strategies for identifying, developing & managing new channels by leveraging synergies in your region
    Monitor channel effectiveness & improvement initiatives.
  • Develop & Drive Op Mechs for performance reviews with channel partners
    Ensure effectiveness of recruitment, onboarding & management of channels inside the region.
  • Ensure a healthy pipeline of alternative distribution channels- long-term & spot
    Analyze territories & maintain in conjunction with country leadership & appropriate coverage models.
  • Identify potential Channel Partners, recruit, qualify & facilitate thru appointment process including gaining necessary approvals.
  • Ensure channel partner sales force effectiveness/skills & coordinate with modality teams for product certification programs.
  • Track & communicate market trends, to/from field including competitor data, & develop & lead effective counter-strategies.
  • Embrace & 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 & 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 & weaknesses.
  • Maintain & nourish relationships with KOLs in the assigned business segment/territory.


Qualifications/Requirements:

  • Bachelor degree or above.
  • At least 7 years’ experience in Healthcare related sales or marketing management.
  • Demonstrated experience and success in the management of alternative sales channels.
  • Direct and/or indirect leadership experience.
  • Strong executive presence with exceptional ability to present to C-suite level decision makers.
  • Proven success of business coaching.
  • High ethics and integrity.
  • Fluent English and local language speaking.
  • Strong negotiation skills.
  • Proven coordination and influencing skills to set and drive an agenda with third parties.
  • Customer focused mindset with proven ability to respond quickly to internal and external customer needs.
  • Ability to build rapport, energize and influence people.
  • Analytical with strong ability to present findings in a concise and simple manner.
  • Interpersonal flexibility, tolerance and listening skills.
  • Strong ethics and compliance orientation.
Quality Specific Goals
  • 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.
  • Complete all planned Quality & Compliance training within the defined deadlines.
  • Identify and report any quality or compliance concerns and take immediate corrective action as required.
  • 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.
  • 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.
  • Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
Must have valid authorization to work full-time without any restriction in the role’s location.


Desired Characteristics:

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


Locations: Kenya; Nairobi

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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