Job Description

Careers that Change Lives

To assist business to achieve primary sales revenue and market share targets for a specified regional territory, distributor management in terms of appointment, reviews and termination

To practice effective claim management, AR management, bank guarantee functions, channel compliance requirements

A Day in the Life

Distributor Management

Identifying, appointing and networking with reliable channels, resulting in deeper market penetration and wider market reach.

Forging partnerships with potential franchisees/channel partners, for deeper market penetration.

Evaluating performance & monitoring channel partner sales and marketing activities.

Providing training and sales support to the channel partners, ensuring accomplishment of revenue and profitability targets.

Periodic reviews and audits of the channel partner operations to ensure highest standard of customer satisfaction.

Build profile of distributors required in consultation with business and DMT

Build and own the policy on termination / exit for the distributors along with the DMT.

Ensure roll-out strategic process improvement projects.

Distributor Review

• Daily co-ordination with distributors and monitor distributor customer relationship
• Monitor distributor financial health in terms of capability to invest in market or to fund the growth of Medtronic growth expectation

Reviewing the secondary sales performance and the primary sales performance, understand the gaps if there are any, agree on a mitigation plan along with Regional Manager and distributor

Margin Rationalization

• Responsible to ensure discipline, compliance, coverage and revenue achievement of distributors

Responsible for looking into distributor margin

Creation of contracts and poor patient discounts request and competitor prices

No Due Certificate and claim settlements

Responsible for collating no due certificates every quarter end

Audit all supporting documents against each and every claim and get it processed through Business coordinator

AR Management

Will be responsible for complete claim management & A/R support

Creation of Accounts Receivable, distributors AOP, credit limits, credit period, bank guarantee.

Keeping an eye on Distributor Accounts Receivable, following up on weekly basis with distributors on collection

Miscellaneous Activities

Streamlining pre-existing processes to enhance the efficiency & minimizing operational costs.

Conceptualizing & implementing sales promotional activities like Cross Promo, as a part of brand building & market development effort.

Providing BCS training to distributors and their employees

Leverage experience in the medical devices and allied/similar markets to identify new distributors for all business in line with criteria (including strategic fit) agreed with DMT and business. Continuous and ongoing activity.

Proactively raise issues to business in the distributor model from the perspective of both, business/company and distributors.

Guide and lead the CRHF Sales team by being the bridge between distributors and business/finance and legal.

Must Have: Minimum Requirements

• Bachelors degree required
• Minimum of 6-9 years of relevant experience in channel management and expert level knowledge of company products and services

Nice to Have

(Key experiences, skills and attributes that are most essential for the job incumbent to possess which will aid him/her in successful job performance)

QUALIFICATIONS/EXPERIENCE

Education

• Graduation is must and MBA degree would be preferred

Relevant prior Experience and Knowledge which will be useful in current role

• 6\xe2\x80\x93 12 years of Experience in Sales and Distribution Management

• Preferably from consumer durables or FMCG industry with experience of managing large volume of business and distributors

PERFORMANCE SKILLS

Skills required for successful performance in this Role

Communication skills and Interpersonal skills

• Good verbal communicator and presenter \xe2\x80\x93 Good command over English

• Professional presentation and "Presence"

• Professional standard of written and verbal communication with distributors

• Ability to communicate assertively and confidently with distributors

• People and Relationship building Skills including Networking Skills

Accounting /Technical Knowledge

• Sound accounting knowledge required to carry out claim and AR management, etc.

• Well versed with P & L management and accounting terms

• Commercial skills around distributor management such as inventory turnover, WC requirement, ROI etc.

• Tactical & Strategic Bent of mind and Good analytical skills

• Financial modeling (must be very comfortable with Excel)

• Working knowledge of Ms Excel & Ms PowerPoint

Business partnership

• Identify, establish and maintain productive working relationships with distributors and their staff

• Hands on working with distributors

• Experience of having worked where distribution has grown significantly over several years

• Good influencing and persuasive skills

• Ability to work effectively in a team environment

TRAITS

Competencies that will help to successfully accomplish the job

Result oriented

• Always demonstrates grit in achieving/ exceeding primary AOP by collaborating and inspiring channel partners, and exhibiting a presence that builds confidence in themselves and others.

• Self-Starter, high on initiative

Adaptability and Flexibility

• Adaptability and flexibility to handle and manage different distributors from different geographic region

• Ability to work in a dynamic and complex environment

• Ability to deal with ambiguity and capable of solving problems with creativity

• Accepts change and motivates self and team to adapt to change

Learning Agility

• Willingness to learn, especially technical information

• Seeks continuous improvement of self, team and processes, bring up innovative ideas to enhance business.

• Flexible, resourceful, adaptable, and thoughtful

v KEY TRAITS FOR REGIONAL DISTRIBUTION MANAGER - CRHF

(Of the Nine Medtronic Traits outlined these traits are most essential for this Role)

TRAITS

STRONG INDICATORS

Mission Values

• Identifies with the six tenets of the Mission \xe2\x80\x93 Contribution to human welfare, Growth, Quality, fair Profit, recognize the worth of people and good corporate citizenship.

Compliance & Integrity

• Models the highest standards of honesty, ethics, and integrity.

• Consistently promotes and adheres to letter and spirit of Medtronic Code of Conduct, all applicable laws, and company policies.

• Promotes and ensures an environment where ethical behavior is expected and unethical behavior is not tolerated; expeditiously takes appropriate action when problems occur.

External Focus

• Is a catalyst for change- helps others see externally. Explores new horizons

• External Focus is first and foremost is about focusing on the end customer (can be internal or external).

• To continue to win and maintain the leadership position in the global marketplace, it is vital that the person keeps a laser focus on external factors impacting current and future performance, such as changing healthcare needs, technological trends, and global business and socio-economic environment.

• Candidate needs to remain alert and respond to various customers\xe2\x80\x99 needs by staying abreast of external environmental factors, being competitive, and leading and driving change.

Clear Thinking

• Understands strategic contexts, identifies opportunities, anticipates risks, evaluates options, and defines priorities

• Responds to complex/ challenging problems and situations

• Efficiently sorts through complexity to get to the essence of a problem.

• Sees connections among issues and data & is able to draw logical conclusions with solutions.

• Making decisions without having all the data & can work with new ideas in an ambiguous situation.

Boundaryless

• Knows when to stay within and when to break down silos

• Takes an enterprise-wide approach

• Sees issues from a variety of perspectives

• Collaborates across organizational boundaries to respond quickly to market needs

• Quickly adapts and reconfigures resources to meet competitive challenges

• Masterful at navigating the organization to get things done

Execute

• Analyze local market and identify opportunities and build and execute relevant and impactful customer plans

• Consistently delivers results on time and exceeds expectations

• Continually monitors progress and makes adjustment, seeks continuous improvement.

• Takes accountability to produce agreed upon results.

Driven to Win

• Consistently achieves high outcomes under varied circumstances.

• Doesn\xe2\x80\x99t allow degree of difficulty to stand in the way \xe2\x80\x93 finishes what he/she started.

• Demonstrates high capacity for work.

• Taking on significant challenging responsibilities

• Pursues work with passion and drive

Inspiring Others

• Has the ability to connect ,motivate, engage the distributors

• Builds networks to obtain cooperation without relying on authority.

• Establishing procedures to monitor the results of delegations, assignments, or projects;

• Seeks and values different perspectives and ideas to foster an inclusive work environment

About Medtronic Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let\xe2\x80\x99s work together to address universal healthcare needs and improve patients\xe2\x80\x99 lives. Help us shape the future.

Physical Job Requirements

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America)

Additional Information

• Posting Date: Dec 5, 2023
• Travel: No

Medtronic