Channel Manager, Resto GP

About this opportunity

The Channel Manager, Restorative/GP, Vietnam, plans and executes commercial strategies to market, channel develop, and grow iTero’s leadership position in the assigned markets - Vietnam.

He/She will consistently (over) deliver annual business plans and goals, by leading and partnering distributors, laboratories, and other indirect partners in the respective markets to serve the needs of HCPs and Patients/Consumers in the Dental industry. He/She will also lead the expansion of iTero into non-Align customer space through new business development.

The Channel Manager role will work closely with the direct team to ensure synergistic efforts to achieve the overall business goals of SEA, and partner APAC Resto/GP team to formulate and execute strategic priorities to win Restorative/GP Channel.

Key Responsibilities

In this role, you will…

Essential duties and responsibilities

Include the following. Other duties may be assigned.

• Plan & Execute Resto/GP Channel Strategies & Plans for Partnerships (Distributors & Laboratories) and New Business/Accounts Development (e.g. Business Plan, Annual Operation Plan, Initiatives Prioritization, and Execution) for the assigned market(s).
• Establish & meet/exceed sales targets and financial objectives through effective account planning & execution, rigorous forecasting, budget monitoring & delivery of GTM projects (New Product Launches, Marketing Campaigns, Commercial Projects etc.) Plan and achieve P&L goals (sales & profit), market share and service targets for assigned market(s).
• Accountable for business Topline & Margins - Ensure the market's short-business goals to long-term strategic requirements are met.
• Accurate forecasting and sales planning. Ensure timely submission of sales report, market intelligence, local commercial plans and etc.
• Work closely with distributors and laboratories to develop the market/channels and scale the performance of core product portfolio. Develop strategic partnerships with distributors, laboratories and customers/KOLs to strengthen market share in Intra-Oral Scanner Category.
• Achieve business & sales objectives through effective management of distributors, laboratories, and new customers.
• Drive operating cadence with partners - Joint planning, business review, and scorecard/dashboard to ensure distributors, Laboratories, and Partners performance achieve/exceed business plans.
• Develop and execute strategic road maps and annual strategy to steer commercial capabilities, improving sales/business processes, partners/customers management processes/programs.
• Develop and grow New Accounts with partners to accelerate portfolio expansion and share gain. Build collaborative relationships with distributor and laboratories partners and support in white space expansion in untapped markets, customer segments and consumer/patient segments.
• Negotiate commercial agreements for strategic partnerships and business alignment with distributors/partners. Maintain key contacts at senior levels.
• Resolve issues and act as a liaison between partners and internal team.
• Elevate KOL networks and partners relationships to strengthen share of voice from both HCPs and Patients/Consumers.
• Identify commercial opportunities within product portfolio, make recommendations and lead to implement those plans for business growth.
• Manage pricing, sales & ordering processes with Customer Service, and Sales Ops Teams.
• Work with internal SEA & APAC Cross Function (Marketing/Clinical/Sales Ops/Operation/Supply Chain/RAQA/Legal) and Commercial teams to accelerate launch of new products. Work closely with internal & external stakeholders to gather insights, analyze and identify business opportunities.
• Develop and analyze market insights, monitor commercial performance, and identify opportunities and issues, with a clear plan to address changing market needs. Proactively monitor market dynamics and anticipate their possible influence on the portfolio, commercial plans and customer base.
• Deliver key commercial related projects, (not limited to) commercial excellence, and launch excellence.
• Define and own action plan to address commercial implementation opportunities and challenges.
• Develop effective relationships with other Leaders/Stakeholders across SEA & APAC to drive strategic initiatives and maximize business opportunities.
• Collaborate with other functions to manage inventory, and product life cycle, in line with business objectives to drive competitive business advantage.
• Adopt and share best practices from inside and outside the assigned markets.
• Support region in managing communication from company to assigned markets/channels.
• Lead meeting agenda and follow up on agreed deliverables.
• Participate and provide input to Leadership Team during business review meeting with senior management.
• Align with regulatory, legal, quality and compliance to operate within national and international standards/laws.
• Comply with, and actively promote, the code of conduct. safe work practices & quality standards.
• Ensure organizational processes maintain an exemplary record of compliance and commitment to relevant quality standards through the use of the local quality management system.
• Drive a quality culture through implementation of continuous process improvements compliant with relevant quality standards.
• Other duties and responsibilities as directed by manager.
• Up to 30%-50% travel may be required.

The above is intended to describe the general content of and requirement for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.

Additional responsibilities

• Individual Contributor role.
• Indirect leadership to external and internal teams.
• Responsible for establishing and maintaining strong working relationship between SEA & APAC functional teams.
• Coach and/or mentor Commercial talents in SEA.
• Comply with all safety policies, practices and procedures.
• Participate in proactive team efforts to achieve departmental and company goals.
• Perform other duties as assigned.

Skills, Knowledge & Expertise

In this role, you’ll need …

Education and/or Experience

• Bachelor’s degree in Business, Finance, Marketing, Management or applicable discipline required; Master’s degree will be advantageous.
• 10+ years professional experience commercial leadership gained within regional Distributor Channel Management. Experience in direct channel experience will be advantageous.
• Proven sales and commercial achievements in work experience.
• Proven success at operating within global and diverse companies. Experience in medical devices industry is preferred, in particular Dental Industry. Exceptional applicants from consumer/healthcare and electronics industry will be considered.

Skills required

• High level of sharp business acumen with the agility to identify and capture business opportunities.
• Strong leadership, strategic and tactical skills, excellent analytical skills, with the ability to conceptualize, structure and develop analyses.
• Demonstrated ability to make effective decisions independently and to work in a fast-paced environment with a natural ability to perform under stress.
• Demonstrated ability to build, lead and motivate high performance teams including recruiting, talent development and performance management.
• Excellent people leadership skills, including the ability to set goals and provide positive and constructive feedback respectfully to build positive relationships and improve business results.
• High-level communication skills capable of engaging senior executives and other audiences and sees tasks through to completion.
• Excellent interpersonal skills including developing relationships at all levels in a matrix organization and directly influencing business objectives.
• Demonstrated exceptional ownership, creativity and agility, and ability to manage ambiguity.
• Strong team member with ability to provide and receive feedback.
• Self-directed, result oriented, solution driven, motivated who is able to work independently with minimal supervision.
• Proficiency and Fluency in Local Language and English is a must (Both speaking & writing).
• Proficient in Microsoft Office suite, in particular Powerpoint and Microsoft Excel (such as VLookup, Pivot table, etc).
• Working knowledge of SAP systems.
• Familiarity with SAP software and Salesforce.com is an advantage.