Head of Channel Sales

JOB DESCRIPTION:

Primary Function

职责概述

负责制定APOC渠道销售计划，与市场，技术及其他部门紧密合作，达成全国IMS销售目标，开发和管理经销商和与全国医院KOL保持良好的关系

Develop APOC Channel sales plan, work closely with marketing, technical and other departments to achieve national IMS sales target, develop and manage distributors and maintain good relationship with national hospital KOLs

Major Responsibilities

主要职责

• 根据公司销售计划制定年度渠道销售计划

Make annual Channel sales plan according to company sales plan

• 带领及辅导销售团队，规范化管理销售人员（包括但不仅限于充分利用公司管理工具及流程，如CRM等加强执行力及促进有效销售行为），以最终达成渠道销售目标

Coach/lead sales team with a focus to standardize channel management, including but not limited to utilizing sales management tools and processes (e.g. CRM), in order to strengthen execution and sales effectiveness, and ultimately to achieve distributor sales targets.

• 管理并跟踪销售意向、确保准确销售预测，面对市场挑战时制定应急计划以实现目标

Day to day pipeline management, accurate forecasting, and developing contingency plans to meet targets

• 招聘，发展和保留一个多样化且高效的团队，同时提供持续的职业指导，成长和个人发展的机会。例如，根据APOC销售能力模型发展销售能力，有效提升当前岗位所需的核心能力，并提供有据可循的发展路径和方式。

Recruit, develop and retain a diverse, high-performing team while providing opportunities for ongoing career progressingand personal development. E.g. enhance sales capabilities based on APOC sales competency model. Able to effectively strengthen key capabilities on current level as well as supporting people to develop further based on solid development measures and career ladder.

• 开发和管理经销商团队，推进代理商绩效达成

Develop and manage the dealer team to achieve the dealer performance

• 发展和维护与医院KOL的关系，通过有效拜访和经销商合作打开或加强与临床客户互动及粘性

Develop and maintain relationship with hospital KOL. Build and enhance clinical customers intimacy through effective visits and interactions.

• 与市场团队合作，确保市场活动的开展和效果

Work with marketing team to ensure the implementation and effectiveness of marketing activities

• 竞争情报与分析

Competitive intelligence and analysis

• 负责商定的销售预算

Responsible for the approved sales budget

• 管控业务风险

Manage business risks

Requirement (education, background, etc. )

要求

• 学士学位及以上。商业、生命科学或相关医学技术学科

Bachelor’s degree or above. Business, life science or related medical technology disciplines

• 医疗器械、诊断公司优先

Medical device and diagnostic company preferred

• 至少8年以上销售/管理经验，5年以上跨国公司医疗器械工作经验。

At least 8 years sales/management experience, at least 5 years medical device working experience in multinational company.

• 良好的沟通和人际交往能力，自我导向，以客户为导向，积极主动

Good communication and interpersonal skills, self-oriented, customer oriented, proactive

• 良好的计划能力，沟通能力和表达能力

Good at planning, communication, and presentation skill

• 谈判技巧

Negotiation Skill

• 良好的计划、数据分析和解决问题的能力

Good planning, data analysis and problem-solving skills

• 英文良好

Good Command of English

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

APOC Point of Care

LOCATION:

China > Shanghai : 388 W. Nanjing Road, Ciros Plaza

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Not specified

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable