Job Description
Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation.
Driven by the vision of a better tomorrow.
But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common.
An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions the kind that make a real difference when it matters most.
The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more.
That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.
You are responsible for
Formulates, the future strategic directions for Indirect Channel Sales (short and long-term)
Deploying strategies and tactical plans for the indirect sales channel based on customer needs synchronized with the business clusters and district objectives
Determines and assesses the value of new developments and identifying new opportunities for Philips.
Ensure a consistent and uniform approach towards Channel Partners across APAC, particularly in the ASEAN region and across all businesses
Define and manage distributor requirements, responsibilities and duties. Responsible to share information and educate our partners.
Search and Selection of channel partners in close collaboration with relevant stakeholders
Set annual targets and prepare joint business plan
Secure all Contract Management Processes are completed in a timely fashion : (New Partner Process, Regular DDP, BC setting, contract renewal)
Working together with legal team to maintain uniform contract templates for various channel types. Act as the escalation point for deviations from standards and for obtaining the relevant approvals (OCAP).
Ensure onboarding / termination of partners (life cycle management) is done professionally and timely
Ensure planning of Partner Performance Reviews and execution thereof. Monthly KPI performance review of Partner Landscape and highlight gross deviations from target including corrective actions
ICON maintenance
Ensure that operational support is provided to the partners at the required level
Establish and Monitor Partner Capability Development Plan execution and report progress
Perform partner funnel management and derive partner forecast
Normal standard dispute resolution between Philips and Partners
Organize Partner Events
Supports credit collection process
Drives continuous improvements applying LEAN
Ensure local organization and Indirect Channel Sales Managers are trained and coached in the use of the Philips Partner Management processes and tools (SFDC for partners where relevant)
To succeed in this role, you’ll need a customer-first attitude and the following
Bachelor’s Degree Holder with 15 years of commercial experience and a minimum of 10 years in a regional indirect channel partner or distributor management capacity.
In-depth understanding of medical device / equipment or healthcare industry
Familiar with ASEAN Pacific / SEA markets
Commercial mind-set and strategic thinking skills
Ability to lead, influence and integrate resources from different areas and business segments for strategic advice
Strong people and matrix management skills and experience
How we work at Philips
There are three core ways that define our ways of working - embracing flexibility, being at our best, and impactful collaboration.
We believe this enables us to deliver an outstanding experience to our customers and create the best place to work for people who share our passion.
We know just how important direct interactions are and work is more engaging when we are more frequently face-to-face, and that we experience better collaboration which drives innovation.
While we have many different types of roles across Philips most require a combination of in-person collaboration with colleagues and partners, usually at a Philips location, and individual focus time, which can be done remotely.
