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Distribution Channel Management Director, ASPAC Industry

Date: Feb 18, 2021

Location: Shanghai, CN

Company: bioMérieux

JOB SUMMARY

This position will report to the VP, Industry Microbiology, ASPAC and dotted line to VP, global distributor management. It will be at the heart of the company’s commercial strategy and will have as principal task to actively support the transformation projects aimed to optimize Distribution Channel Management processes for the Industry Microbiology Unit in ASPAC.

 

ESSENTIAL DUTIES & RESPONSIBILITIES

  • Drive the adoption of Global strategic initiatives to enhance and strengthen bioMerieux footprint in countries where distribution model is implemented.
  • Design and drive the optimized distribution model with the Industry country leaders to maximize business potential and customer intimacy.
  • Ensure best practices and golden rules to improve the identification, selection, contracting and management process of our distribution partners for industry offers including investigating specific end-customer needs.
  • Manage the collaboration with local Distribution Channel Management coordinator to identify specific needs pertaining to the region and align on the priorities for implementation of Global initiatives. 
  • Work closely with collaborative functions (Legal, Finance, IS, Regulatory and HR) to define and review the implementation of rules, requirements and regulations to be respected.
  • Be the Subject Matter Expert in various projects when related to the distribution channel (e.g. Customer Master Data, Contract management tool, Organization model ...).
  • In cooperation with the Global Commercial Performance teams develop and support appropriate tools to collect data and provide analysis to enhance the performance in marketing & sales of the distribution channel.
  • Participate in the development of a dedicated training program aiming at better manage our distribution channel and develop key competencies within the distributors.
  • Support country Industry leaders in potential transformation projects, make recommendations on priorities and resources if necessary.

 

Experience & Skills

  • Thorough knowledge of relative working background (IVD, Healthcare, Industrial Micro, etc.) min 10 years of professional experience in working with distributors through operational set-up, emerging market experience is preferred;
  • Successful large scale project management experience and exposure to international complex initiatives.
  • Ability to communicate in an autonomous, international and multi-cultural environment / cross-functional experience.
  • Strong influencing skills, capacity to drive a multidisciplinary exercise without direct hierarchical reporting.
  • Excellent analytical and organizational skills.
  • Sales operation experiences and distribution sales management are preferred.
  • Multidisciplinary knowledge and understanding (sales, marketing, customer service, supply chain, legal, finance, quality, compliance,…).
  • Knowledge of internal company process and strong interpersonal network.
  • Readiness and willingness to travel to support a global initiative.

    JOB SUMMARY

    This position will report to the VP, Industry Microbiology, ASPAC and dotted line to VP, global distributor management. It will be at the heart of the company’s commercial strategy and will have as principal task to actively support the transformation projects aimed to optimize Distribution Channel Management processes for the Industry Microbiology Unit in ASPAC.

     

    ESSENTIAL DUTIES & RESPONSIBILITIES

  • Drive the adoption of Global strategic initiatives to enhance and strengthen bioMerieux footprint in countries where distribution model is implemented.
  • Design and drive the optimized distribution model with the Industry country leaders to maximize business potential and customer intimacy.
  • Ensure best practices and golden rules to improve the identification, selection, contracting and management process of our distribution partners for industry offers including investigating specific end-customer needs.
  • Manage the collaboration with local Distribution Channel Management coordinator to identify specific needs pertaining to the region and align on the priorities for implementation of Global initiatives. 
  • Work closely with collaborative functions (Legal, Finance, IS, Regulatory and HR) to define and review the implementation of rules, requirements and regulations to be respected.
  • Be the Subject Matter Expert in various projects when related to the distribution channel (e.g. Customer Master Data, Contract management tool, Organization model ...).
  • In cooperation with the Global Commercial Performance teams develop and support appropriate tools to collect data and provide analysis to enhance the performance in marketing & sales of the distribution channel.
  • Participate in the development of a dedicated training program aiming at better manage our distribution channel and develop key competencies within the distributors.
  • Support country Industry leaders in potential transformation projects, make recommendations on priorities and resources if necessary.
  •  

    Experience & Skills

  • Thorough knowledge of relative working background (IVD, Healthcare, Industrial Micro, etc.) min 10 years of professional experience in working with distributors through operational set-up, emerging market experience is preferred;
  • Successful large scale project management experience and exposure to international complex initiatives.
  • Ability to communicate in an autonomous, international and multi-cultural environment / cross-functional experience.
  • Strong influencing skills, capacity to drive a multidisciplinary exercise without direct hierarchical reporting.
  • Excellent analytical and organizational skills.
  • Sales operation experiences and distribution sales management are preferred.
  • Multidisciplinary knowledge and understanding (sales, marketing, customer service, supply chain, legal, finance, quality, compliance,…).
  • Knowledge of internal company process and strong interpersonal network.
  • Readiness and willingness to travel to support a global initiative.