Channel Director, AKA

Job Description Summary

The Channel Director (CD) AKA role will have wing-to-wing ownership of all matters relating to GE’s distribution business through its channel partners. This role will include the onboarding, engagement, and continuous evaluation of commercial performance of each of GE’s channel partners (CP) within the AKA (ASEAN, Korea, Australia & New Zealand) region. The position holder will be responsible to ensure the necessary financial performance of each CP while ensuring compliance and accountability needed to keep risk profile within acceptable business standards. This position reports directly into the Chief Strategy and Marketing Officer (CSMO), AKA.

GE Healthcare is a leading global medical technology and digital solutions innovator. Our mission is to improve lives in the moments that matter. Unlock your ambition, turn ideas into world-changing realities, and join an organization where every voice makes a difference, and every difference builds a healthier world.

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Job Description

Essential Responsibilities

• Primary responsibility is to drive commercial rigor and ensure consistent financial performance from each CP across the region. (This role has a PnL responsibility)
• Works with the relevant country Channel Excellence team for oversight of full wing-to-wing partner onboarding, enablement, commercialization, compliance, GTM on an individualized CP basis.
• Responsible to ensure that each CP delivers stated financial performance based on the mutually agreed upon operating plan for each CP. In the event of a deviation of financial performance, the CD shall work on a cross functional basis with the relevant regional, modality stakeholders and the in-country Channel Excellence Team to ensure that CP financial performance is met.
• Iterate on performance measurement metrics including activation (onboarding to off-boarding), enablement, business/commercial analytics (Size, Share, Coverage, Visibility, Win-rate assessment).
• Works with CSMO and other relevant functions (e.g. Commercial Operations, Business Operations, Finance, Compliance, SBU, Zones) for success of AKA region
• Works with the CSMO to craft and execute the Go to Market model for the entire AKA region.
• Optimizes commercial analytics function through optimal governance/policies, standardization (of reporting / visualization / forecasting) that enable improved funnel management, generation of insights from Win/Loss analyses, capture of IB/Competitive intelligence and tracking right sales performance KPIs.
• Works with in-country analytics resources to report quarterly performance on market, share, visibility, win-rate, coverage, cost to sell; drives PSR to understand reasons for sub-optimal performance, and drives (in collaboration with commercial leaders) programs that enable regaining strength across AKA region.
• Works with in-country Channel Excellence Team for deployment of Partnership Management Framework wing-to-wing management of Channel Partners from onboarding all the way to off-boarding.
• Supports deployment of digital tools (e.g. Visibility maps, onboarding tools, opportunity management, inventory dashboards, performance management and analytics) to drive efficiency of indirect channel partners.
• Work with the in-country Channel Excellence Team for overall project management (e.g. requirement gathering, feature prioritization, trainings, access control/security, troubleshooting /fixing /escalation, and tracking use).
• Collaborates with Dealer Compliance & controllership for ethical business practices and deployment of compliance policies and administrative tasks including safe keeping of CP related data, documents and audits.
  
  

Qualifications/Requirements

• Ideally a candidate with minimum 3 (ideally 4+) years in a top tier management consulting firm and additional bonus points for having exposure to diagnostic healthcare services delivery.
• Proven relevant commercial management (PnL) experience.
• Demonstrated experience in driving direct/indirect channel efficiency through technology, tools and process efficiency.
• Excellent written and verbal communication, presentation, and project management skills.
• Bilingual Added points for candidates who speak Korean, Bahasa Indonesia, or Bahasa Malaysia.
• Experience of working in complex business environment & matrix organization with strong influencing and conflict resolution abilities.
• Ability to build systems and processes that scale, and that provide clear and transparent view of financial outcomes.
• Strong writing and record keeping ability for reports, matrices and database skills.
• Clear thinker, takes initiatives, self-starter, accountable and responsibility for own work.\
• Must be highly motivated, results driven, energetic and capable of multi-tasking in a dynamic, rapidly growing organization.
• The ability to work with others in a potentially ambiguous, fast paced environment, including all levels of GE internal staff and channel partners.
• Exceptional skills as a change agent and process oriented individual.
• Willing to travel for work (25-40%).
  
  

Inclusion and Diversity

GE HealthCare is an Equal Opportunity Employer where inclusion matters. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

We expect all employees to live and breathe our behaviors: to act with humility and build trust; lead with transparency; deliver with focus, and drive ownership – always with unyielding integrity.

Our total rewards are designed to unlock your ambition by giving you the boost and flexibility you need to turn your ideas into world-changing realities. Our salary and benefits are everything you’d expect from an organization with global strength and scale, and you’ll be surrounded by career opportunities in a culture that fosters care, collaboration and support.