Channel Partner Manager (Vietnam)

About Convatec

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in Advanced Wound Care, Ostomy Care, Continence Care, and Infusion Care. With more than 10,000 colleagues, we provide our products and services in around 90 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2024 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more please visit http://www.convatecgroup.com

The Channel Partnership Manager is the commercial leader for the said market, with full accountability of driving sustainable long-term topline and market share growth, and profitability in line with Convatec’s Global Emerging Markets strategy. Reporting to the General Manager, VIP this role is responsible for setting the local business strategy, being accountable on the market P&L, channel partner development and on-going management, optimizing resource allocation, driving the development of critical competitive capabilities, and overseeing financial stewardship to achieve accelerated growth.

About Role

Understand market dynamics, accessible channels and go to market to formulate strategy and align with distributor expectations

• Own full market P&L and revenue delivery, with accountability for topline growth, gross margin, operating expenses and profitability in line with approved budgets and Convatec’s Global Emerging Markets strategy.

• Develop and execute annual operating plans, including revenue targets, pricing strategy, investment levels and cost controls, ensuring sustainable and profitable growth

• Forecast revenue and profitability accurately, identifying risks and opportunities, and recommend corrective actions to close gaps versus plan.

• Develop a growth strategy to maximise the revenue based on local market realities, growth opportunities and emerging trends.

• Identify, track and screen potential channel partners based on segmentation plan, depending on portfolio, competencies and/ or geographic segmentation.

• Partner with the local channel partner to ensure the formulated growth strategy, investment plans, resourcing and deployment requirements are aligned and documented in the distribution/partnership agreement.

• Build segmentation based on global framework and map key accounts to formulate optimal resource deployment and align channel partner on needed resourcing and investments.

• Together with aMEA Marketing, develop an overall marketing direction that defines the objectives and campaigns for the market to create awareness and to improve share gain.

• Develop Professional Education goals (workshops, local medical association partnerships, accredited courses) in alignment with the overall market development objectives.

• Develop a network of KOLs to leverage their expertise for product evaluations, training programmes, regional workshops and clinical research initiatives.

Manage ongoing channel partner relationship and performance

• Develop a business and performance review mechanism that aligns with the agreed growth strategy.

• Periodically review channel partner performance, resource deployment and activities implementation, e.g. market performance (total and category), sales performance (YTD vs. LY, vs. plan, forward stock cover, key issues and key actions), marketing performance (actual execution vs. plan, effectiveness evaluation, timing, costs), distribution performance (coverage, inventory), demand generation and Sales Force Effectiveness (customer feedback, frequency of calls, pricing).

• Ensure the channel partner is provided with the necessary tools and aids to support the daily operations – sales, marketing, product training, compliance training, product registrations, KOL requirements, tender documentation, connection to internal stakeholders (e.g. Supply Chain), etc.

• Ensure continuous communication with the channel partner to follow up on launches, relaunches and campaigns.

• Ensure data integrity from channel partner to validate channel sell-out and inventory information.

Partner with internal stakeholders

• Partner with other functional teams (e.g. Marketing, Prof Ed, Finance, HR, Legal, Quality Assurance, Regulatory Affairs, Supply Chain) to ensure smooth operations and act as the escalation point where the need arises.

• Partner with regulatory and compliance to ensure smooth flow of launches, campaigns and events

• Involve in ad hoc projects/ assignments as assigned.

About You

• Significant P&L accountability and experience in channel partner management, preferably in the medical technology/ healthcare industry.

• Strong commercial acumen with an entrepreneurial mindset and results focused.

• Demonstrated ability to develop and maintain effective and productive channel partner relationships through contracting excellence and a partnership mindset.

• Demonstrated ability to influence multiple stakeholders, directly and indirectly, in a diverse, geographically dispersed and matrixed organisation.

• Strong work ethic, compliance, values and have a continuous improvement drive to meet the everchanging business needs.

• Ability to represent Convatec with regulators, key industry stakeholders, and at external industry events, contributing to expert panels and sharing white papers and best practices.

At Convatec, we’re pioneering trusted medical solutions to improve the lives we touch. If you’re ready to make a real impact, apply today and help us bring our Foerver Caring promise to life.

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