区域渠道管理专家/Channel Management Expert

Job description

The Position

Job Summary职位概述:
The primary responsibilities are to lead a team in the areas of channel management. In channel management, to look at channel lifecycle management of all distributors and all BAs, including introducing, downgrading and termination of all distributors, channel realignment, to manage all LOAs of hospital coverage, to manage monthly sales performance management of distributors, to establish and manage different distributor models suitable for each provincial market. Develop GTM models and strategy, to ensure the successful business transformation. 
主要职责是带领团队负责渠道与招标管理。在渠道管理上，对经销商的生命周期管理，包括引入，降级，停止，管理经销商的授权机制，每月的销售达成，发展GTM模型和策略，确保业务成功转型。优化商业渠道生命周期管理实践和支持企业绩效提升，在实现内部和外部客户满意度最大化的同时，确保合规。

Main  Tasks & Responsibilities主要工作职责 :
1    Fully understand the characteristics of the rapid development of the IVD market and the increasingly complex regulatory environment, develop GTM models and strategies, and ensure the successful business transformation.
充分理解IVD市场快速发展的特性和日益复杂的监管环境，发展GTM模型及策略，并确保渠道的成功转型。
2    Manage distributor LoA & realignment by assessing distributor performance align with Sales.
通过评估代理商绩效，与销售团队协商决定代理商授权和辖区调整。
3    Manage distributor order to achieve SAP target
管理代理商订单以达成SAP指标
4    Make and review distributor sales planning & tracking progress, as well as manage distributor performance such as distributor KPI, CIB
制定和回顾代理商销售计划并进行过程追踪，管理代理商绩效如KPI, CIB等
5    Evaluate and create a long term solution for Channel Lifecycle Management concepts for China market, oriented on the rapid developing nature of local market and increasing sophisticated regulatory landscape, ensuring the total commercial success.
针对中国市场的渠道生命周期管理理念，及本地市场快速发展的特性和日益复杂的监管环境，评估并建立一个长期的解决方案，确保完全的商业成功。
6    Identify, select and manage distribution service providers based on the internal divisional standard and local regulatory requirements.
基于罗氏集团内部标准和中国法律法规要求来识别、选择和管理分销服务提供商。
7    Support and liaise with HQ/global distributor audit and management initiatives.
支持和参与总部/全球经销商的审核和管理。
8    Responsible for people management, coaching and development.
负责团队人员的管理，辅导与发展。
9    Other projects or tasks assigned by line manager
主管指派的其他任务。
10    Conduct business in full compliance including but not limited to Roche Secure, Roche Behavior in Business, Roche Competition Law Interactive Dialogues, Roche Safety, Security Health and Environmental Protection
遵循罗氏所有合规要求，包括但不限于罗氏信息安全，罗氏商业中的行为，罗氏竞争法互动对话，罗氏安全健康环境等，合法合理开展业务活动。
11    Understand and fulfill the responsibility of line manager's SHE tasks and duties (as defined in SHE handbook)
了解并执行直线经理的SHE职责（详见SHE手册相关定义）。

Education& Qualifications教育背景与专业资格: 
1. Bachelor and above in appropriate discipline. 本科及以上相关专业毕业 
2. Good in both spoken and written English 良好的英语口语和书写 
3. Good command of MS office software application 熟练运用办公软件 
4. Good logical problem solving skill 逻辑思维能力强 
5. Integrity and team work are core values. 具备诚信和团队精神的核心理念 
6. Ability to work on your own initiative and as part of a team. 自主工作和作为团队成员工作的能力 

Experience工作经验: 
1. At least 3 years’ in similar commercial analysis work and distribution management, 至少3年以上商业分析及渠道管理工作经验 
2. Good understanding of China Healthcare market and policy trend, familiar with IVD bidding policy and operational process 熟悉中国医疗市场及政策趋势，了解体外诊断行业政策和运营流程
 

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