Channel Manager, Advanced Surgery

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Position Summary:

The Channel Manager is responsible for driving sustainable business growth for the assigned Advanced Surgery portfolio in Taiwan through effective distributor management, strong field engagement, and disciplined commercial execution.

This role owns the sales target for the assigned portfolio and works closely with distributor partners and their sales teams to translate business strategy into field execution. The Channel Manager is expected to stay close to the market, customers, and distributor sales teams to identify business opportunities, understand barriers to growth, and develop practical solutions together with channel partners.

Main Responsibilities:

A) Sales & Business ownership

• Own and deliver the annual sales target for the assigned Advanced Surgery portfolio in Taiwan.
• Develop annual business plans with distributor partners, translating company priorities into clear commercial actions.
• Monitor sales performance, market development, customer opportunities, pipeline, and distributor inventory to identify risks and growth opportunities.
• Conduct regular business reviews with distributor management and sales teams and ensure agreed actions are executed.
• Proactively identify performance gaps and develop corrective action plans to improve business results.

B) Distributor Management & Partnership

• Demonstrate good leadership and build good relationship across distributor management and distributor sales team.
• Establish clear expectations and accountability while maintaining a constructive, collaborative partnership.
• Challenge distributor partners when necessary and work together to solve issues rather than simply escalating problems.
• Identify opportunities to improve distributor sales effectiveness, capabilities, and resource allocation.

C) Field & Market Engagement

• Spend meaningful time in the field together with distributor sales representatives to stay close to customers and market dynamics.
• Develop a strong understanding of customer needs, clinical practices, competitive activities, and barriers to product adoption.
• Identify new account, customer, and market development opportunities.
• Translate field insights into actionable commercial strategies and selling approaches.
• Support distributor sales teams in addressing complex customer situations and developing strategic accounts.
• Demonstrate growth mindset especially when market is facing headwind

D) Cross-Functional Collaboration

• Work closely with Marketing, Medical/Clinical, Supply Chain, Finance, Regulatory Affairs and other relevant functions to support business objectives.
• Coordinate internal resources to address distributor and customer needs and remove barriers to business growth.
• Effectively influence stakeholders without formal authority and drive alignment on key commercial priorities.
• Ensure market insights and distributor feedback are effectively communicated internally and translated into actions where appropriate.
• Work closely with direct sales team whenever is needed to drive synergy

E) Commercial Excellence

• Use sales data, market insights and customer feedback to support business decisions.
• Improve distributor execution through coaching, joint field activities, business reviews, and sharing of commercial best practices.
• Support successful implementation of product strategies, market development initiatives and other commercial programs.
• Demonstrate ownership from problem identification through action, execution and follow-up.

Qualifications:

• Bachelor degree or above holder in Business, Science or related discipline
• Minimum 10 years’ experience in Sales, Channel Management, Business development or related discipline. Prior experience in both sales and marketing is strongly preferred.
• Experience in a multinational healthcare or medical device company is strongly preferred; broader healthcare experience will also be considered.
• Strong commercial acumen and ability to translate market insights into business actions.
• Strong execution focus with problem-solving and analytical capabilities.
• Excellent stakeholder management and cross-functional collaboration skills.
• Strong communication, presentation, influencing and negotiation skills.
• Self-motivated with ability to operate independently and manage multiple priorities.
• Mandarin Chinese proficiency required; good English communication skills are an advantage

Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

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