Philips Iberia PCMS Distributor Manager - m/f in Madrid, Spain

Your challenge

As Iberia PCMS Distributor Manager, you contribute to the local PCMS BG by managing the Channel Partners in the assigned territory ensuring profitable sales of Philips PCMS products & services. You are constantly improving the Channel Partners’ quality, capability and coverage to increase customer loyalty and satisfaction and to enable sustainable & profitable growth for Philips and our Channel Partners.

Your responsibilities

As a Distributor Manager you report to the local PCMS BG Manager and will be responsible for the design, planning and execution of mid & long-term indirect channel strategies for PCMS. Furthermore, you:

Manage your business

  • Develop and deploy strategies and tactical plans for the indirect sales channel based on customer needs, synchronized with PCMS BG objectives.

  • Are responsible for the search, selection and development (including training) of Channel Partners in alignment with the market organization.

  • Identify new business, channel opportunities and customer needs in the region to ensure growth.

  • Ensure timely dissemination of customer feedback/competitor activity into the business as well as collating customer insights for new product introductions, competitive & market feedback as required.

  • Manage territory funnel in Sales Force Dot Com (SFDC). Accurately forecast your funnel using metrics and achievement of goals.

  • Meet and Exceed OIT & Sales.

Improve performance

  • Define the KPI's on which the Distributors performance can be assessed, and define their training programs.

  • Are responsible for the yearly performance review, target setting (contractual criteria), sales plan preparation and timely contract renewal with each Channel Partner.

  • Organize regular distributor review meetings with Indirect Channel Manager as needed to evaluate channel partner performance against sales and forecasting metrics as well as progress of business & marketing plans.

Manage the relationship with the indirect channel

  • Working with direct sales team to encourage teamwork with the dealers

  • Ensure coordination between all customer facing functions and distributor channels

  • Ensure the Channel Partner's compliance to applicable Philips and legal guidelines.

  • Provide Support to Channel partner and own the relationship management.

  • Working with local and international Admin groups to facilitate all aspects of business administration

Lead Sales&Marketing activities in line with PCMS BG activities.

  • Support local PCMS BG manager to align agreed Sales&Marketing activities in combination with the indirect channel.

  • Attend seminars/exhibitions supporting Distributors and to forge relationships with KOL’s.

  • Provide support for big deals (strategy, reference site visits, additional resources, special discounts)

  • Working with M2O team to optimize new product launches for our channel partners, including appropriate segmentation.

  • Proposing marketing programs to local team and M2O team to stimulate sales and monitor progress/corrective actions

We are looking for

To be successful as a Distributor Manager within PCMS, you have / are:

  • Bachelor degree Business, Clinical, Engineering or IT

  • Preferably relevant technical and clinical experience

  • Proven Sales experience in account management and indirect channel environment

  • An in-depth understanding of the healthcare environment

  • Fluent in English

  • Strong team player able to work well independently

  • Excellent communication skills

  • Skilled negotiator, able to achieve required outcome without conflict

  • Ability to deal with multiple tasks and conflicting priorities

  • Action/problem solving orientation including independent thought process and independent learning

  • Strong interpersonal/networking skills

  • Good planning, organizational and analytical skills

  • Solid Experience in New Product Introductions and building Distributor networks

  • Proven experience in successfully designing and implementing internal processes and infrastructure

  • Skilled user of Microsoft Office package.

  • Highly motivated & entrepreneurial