Position purpose
Part of The Global Distribution team, the Area Asia Pacific GBU Pharma Channel Manager is responsible for developing and executing the GBU business plans that align with our corporate channel strategy involving the Outbound Channel. The “Outbound” objective is to profitably increase Roquette market share through the expansion and growth of our dealer network(s) in the region and improve the Distribution Management productivity. He participates to the on/off boarding of Distributors, to the transfer of some customer to Distributors and to the definition of Distribution rules, methods and tools. To be fully integrated to the GBU and implement it sales policy. This position steer and execute all daily operational sales targets (Prices, Volume, Budget, etc…).
Key accountabilities
Be the Roquette ambassador for external preferred distributors
Develop and Implement
- Manage and lead Distributors as an external sales force
- Ensure profitable growth through distributor network
- Define yearly budget, sales objectives and specific growth targets for Distributors
- Develop Sales and marketing programs dedicated to Distribution, in a close liaison with marketing and technical developer teams
- Define and negotiate contracts, and follow through the execution process
- Participate to internal processes designed to improve the support of our channel business
- Establish new relationships that focus on Roquette’s new market segments
- Integrate partners from strategic acquisitions
- Participate to the training of the regional sales force on our distributor partners
- Organize and lead Quarterly Business Review with Distributors
- Perform impact analysis and ROI on contracts and major sales initiatives
- Create and update a business review dashboard for dealers, vendors, business plans, and strategies
- Incorporate top opportunities from our distributors into the Sales Funnel
- Gain access to end-user data of our partners for market transparency (sell-through or zip code or ship-to analysis)
- Monitor dealer and vendor sales performance by channel
- Monitor sales programs dedicated to distributors and activities
- Participate of the development of metrics for both inbound and outbound channel performance, such as volume, sales, and profit
- Make end-user sales calls jointly with our distribution partners
- Work with dealers to implement sales programs
- Work closely with all internal stakeholders
Countries to be managed through Preferred Distributor
Indonesia, Malaysia, Myanmar, Singapore, Indonesia, Thailand, Australia, New Zealand, Taiwan, Philippines, Vietnam.
Required Competencies, Education and Experience
Essential and Critical Skills:
- High level of accuracy and attention to details
- Ability to collaborate with others in fast paced, action oriented, collaborative environment
- Excellent time management, communication, decision making, presentation, and organizational skills
- Strong analytical capability and aptitude for working with numbers
- Demonstrate skills in Microsoft Office Suite
- Negotiation and leadership skills to manage distributors as an external sales force.
- Demonstrate customer centricity by prioritizing customer perspective in business decisions and service practices.
- Build partnerships and working collaboratively with teams to meet shared objectives.
Education:
Degree (e.g. bachelor’s degree or local equivalent)
Experience:
Experience in Sales and Distribution management at chemical Pharma supplier/ affinity to Roquette Industry type. Requires business negotiation, marketing, and program/project management experience (5 years minimum)
Work Environment:
This job operates remotely (home office) and occasionally in a professional office environment.
Position Type/Expected Hours of Work:
Full-time position
Travel:
Ability to travel: 30%
