ICMSenior ICM Manager BeijingShanghai

Position summary:

This role is tosupportChannelMgmtDirector to develop and manage multiple commercial sales channels includingdistributors and otherbusiness relatedindependence 3rdpartycovering all products of Stryker. This role is also required to interactwithmajor distributorsin order to strengthen distribution forthe portfolio of companyproducts

Essential Duties & Responsibilities:(Detailed Description)

• Responsible for part of general- distributors and sub-distributors management. Nurture and manage existing channel relationships to generate significant revenue growth across the territory as well asestablishnew relationships thatcompanydoesntcurrently engage with.

• Work with partners on direct end user engagements as well asmanagelocal and virtual resources on direct and channel managementfunction.

• Demonstrate to the partners how to drive a standard sale cycle properly positioncompanyssolutions negotiatepricingand close the deals.

• Ensure effective work with and agree onsales objectivesfor theallocateddistributors based on sales history by products promotional activity estimated market dynamic and planned distributors expansion.

• Ensure compliance of all contracts and orders with the corporate procedures and local legislation

• Leverage Distributor coverage to meet end user demandand develop channel bench strength

• Propose developimplementandmonitordistributorssales objectivesconsistent with company overall strategy. Develop distributor incentive plansrecognitionand promotional program

• Develop selection criteria foridentifyingnew distributors and distributor balance scorecard for due diligence

• Select and recommend distributor for appointmentevaluateperformanceand providerecommendationtoterminateor renew. Liaise with channel management on distributor appointment inductionrenewaland termination process.

Education &Experience:

• University degreein Business marketing and /or MBA preferred

• Relevant experience in Pharmaceutical and medical device industry

Physical & Mental Requirements:

• Excellentinterpersonalskills withproficiencyin spoken and written English and Chinese

• Good understanding of regional Reimbursement processes and healthcare system in the country

• Strong learning agility and hard-working style

• Detailoriented and down to the earth

• Excellent interpersonal and communication skills

• Outstanding communication negotiation and influencing skills

• Innovative and critical thinkingwithperformance orienteddrive

• Proven ability to develop trust-based relationships with key stakeholders