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Channel Partner/ Distribution Sales Manager in Dubai, United Arab Emirates at Beckman Coulter Life Sciences

Date Posted: 1/10/2019

Job Snapshot

Job Description

Job ID: BEC013782

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Description

  • JOB DESCRIPTION:

To actively engage and support sales representatives and Distributor network in maintaining and establishing growth of the current Life Science customer base and create new business opportunities through placement of instruments and panels leading to increased revenues for the territory and company.

The Channel Partner / Distribution Sales Manager Middle East & North Africa is directly responsible for achieving the MENA sales goals, through effective Sales Funnel management utilizing SalesForce.com, timely Forecast Submission as defined by Beckman IAMTEAM following Chanel Partner/ Distributor Standard Work as well as establish, nurture and manage Customer Relations.

The incumbent will analyze future markets and work directly with Regional Leader to asses direct and indirect regional expansion plans.

The Channel Partner / Distribution Sales Manager – MENA will communicate with IAMTEAM management, team members, customers, distributors and other personnel as needed and requested by management.

Expected Traits and Behaviors:

Charts the Course

The incumbent is expected to be Motivated by the challenge of new work; comfortable with ambiguity; proactively seeks answers.

Quickly learns when faced with new challenges; strives to enhance his/her knowledge and skills, undeterred by the knowledge that some lessons are learned from setbacks.

Drives Innovation and Growth;

Listens and Responds to Customer Needs; Relentlessly customer focused; uncovers customers’ unmet needs and recognizes barriers to adoption and uses these insights to drive improvements in products and services. Establishes and grows effective networks that deliver insights into customers, technologies,

and competitors. Uses networks to build trusting relationships.

Leads Through DBS

Initiates and participates in the thoughtful use of DBS tools. Proactively makes recommendations for improvements and actively participates in relevant kaizen teams. Strives to deliver highest quality output

and collaborates with the team to deliver on shared goals

Models Humility, Transparency and Integrity;

Listens to others with an open mind and responds respectfully; shows and communicates interest in common solutions and settling disputes equitably.

Deliverables

1. Market analysis to generate business plan in conjunction with Field Marketing, Regional Leader and successfully execute on a aligned plan aiming at growing revenues and bookings for all Product Lines, such plans should be done and executed in direct communication with assigned Distributors

2. Provide expertise on Product Line as required in the Sales process

3. Effective Sales Funnel Management through recurring funnel review calls set with distributors

4. Conducting Distributor Quarterly Business Reviews

5. Weekly/ monthly, quarterly Forecast submission on Revenues and booking with respective to all Product Lines across Distributor within responsibility

6. Reporting Joint Visits to customers together with Distributor

7. Meet and/ or Exceed Bookings and Revenue Targets for Consumables and Hardware for assigned distribution channel partners.

8. All activities carried out according to Danaher and Beckman Coulter Compliance expectations

Duties & Responsibilities:

Resources Management

  •  Recommend and align with Regional leader on managing wise placement of Hardware at potential accounts to ensure high ROI
  •  Lead, Coach and manage Distributor Sales Force
  •  Managing Distributor Performance and Conducting Distributor Reviews
  •  Execute on and enhance current Channel Partner Standard Work playbook.

Communication and Relationship Management

  •  Assist in launching New Products and ensure dissemination of marketing message
  •  Attending local, region and international industry events and roadshows
  •  Spend substantial time in the field to build strong, effective relationships with Key Opinion Leaders, Lab Directors, National Procurement Bodies and Hospital and Lab Procurement Departments
  •  Ensure implementation of tactical marketing plan per product line
  •  Establish, Nurture and Develop strong relationship with Distributors and attract, engage and onboard potential new distributors to create a potential future Distributor Funnel
  •  Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

Sales:

  •  Formulate sales plan & sales delivery (Channel mainly as well as direct plan on need basis) to meet business objectives.
  •  Territory planning for most optimal coverage in terms of customer reach, business delivery & cost of operation.
  •  Present monthly reports on sales and customer data to Regional Leader and proposing counter measures in line with business objectives for any deviation identified.
  •  Evaluate options for territory redeployment / territory expansions, other marketing, and training and education support for responding to opportunities.
  •  Put up proposals for recommended options to the Regional leader in terms of cost / benefit, resource requirements.
  •  Closely work with the marketing department and the Regional Leader to create sales contests/offers/promotions.
  •  Receivable management, periodically review credit norms and set credit limits with finance team in line with business objective and customer sales trends. Ensure DSO is within norms, track and take corrective measures in case of overdue payments.

Others:

  •  To be part of the leadership team in the region and establish effective relationship with all stakeholders, including the IAMTEAM leadership team, government bodies and business partners.
  •  Evaluate market scenario regularly to actively identify new opportunities: Institutions/Government and other reimbursement pockets/customer segments / product application.
  •  Work closely with marketing for implementation of marketing & customer communication programs as per company objectives. Provide feedback on response of the customers and impact in the business.
  •  To update marketing on latest trends in market, competitive situations, regulatory changes and all other applicable activities on regular basis.
  •  To foresee sales and do demand planning exercise by working closely with logistics, customer service and finance department.
  •  To be actively involved in sales audit, support and propose enhancements of economically justified risk management measures.
  •  Maintain interdepartmental coordination and ensure customer satisfaction.

Geography Covered: Middle East and North Africa including but not limited to: Pakistan, GCC, Levant countries, Egypt and Northern Africa including Morocco.

Expected Travel Time: 50% - 70%

Works closely with:

• Product Marketing Managers in IAMTEAM

• Regional Leaders, Application Specialists and Sales Support Associate

• Service & Tech Support Team.

• Finance, HR, Customer Service, Quality, Regulatory and Logistics, DBS & Legal.

• Global Product support group

• External Customers

• Distributors

Job Requirements



Qualifications

Bachelor Degree or at least 8 years’ work experience in distribution and customer relationship management

  •  Demonstrated sales experience managing customers and distributors in the Middle East and North Africa Region
  •  Flow Cytometry Knowledge and or clinical/research lab experience, highly preferred
  •  Team player: able to build consensus and collaborate cross functionally and with external stakeholders
  •  Working proficiency in MS Word, Excel, PowerPoint
  •  Ability to learn Flow Cytometry, Automation and Genomics, Centrifugation and PCC

Language Skills: Proficient in English and Arabic, French is a plus.



Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 67,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $18.3B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,200% over 20 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.

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