Distribution Manager

Job description

  Job facts

Summary

For this role, regular interaction and collaboration with the commercial teams and distributors is key to continuously optimize the distribution channels to drive business growth. This includes the overall management of distributors' service performance and activities, support their capabilities development and effectively monitor the distributors' high level of compliance with Roche's behavior in business and product quality requirements.

Essential Duties and Responsibilities

·  Develop, update channel distribution strategy in line with the overall business strategies and objectives (i.e. sell-thru strategy)
·  Implement aligned strategies in collaboration with the commercial teams.
·  Map the distributors' short and long term coverage models to be able to have the most optimized channels to serve the requirements of new and existing end customers.
·  Ensure roles, responsibilities and services expectations are clear and communicated to the distributors.
·  Perform risk assessments and due diligence activities for new and existing distributors in line with Roche policies and guidelines
·  Manage distributor margins in accordance with the level of services provided and market rates  Coordinate with the respective business and support function for regular (at least annually) distributor training needs assessment and implement the training requirements as deemed necessary
·  Develop and update performance measures for distributors and regularly assess their performance at least on a quarterly basis. Corrective actions need to be addressed and monitored until completed
·  Perform and / or support in conducting audits of the distributors as and when required (i.e. Compliance, Quality, SHE audits)
·  Collect from distributors relevant business data that are required for further analysis (i.e. end user sales, stock levels, tender results) and prepare reports to understand trends and other opportunities to further drive business growth
·  Be the main contact point for the commercial teams for key issues related to distributors (i.e. credit requirements, service levels, margins, customer and territory coverage)
·  Develop and recommend to the Commercial Operations Manager new systems, procedures or new working practices for process optimization
·  Support in the communication and implementation of process improvement initiatives related to distribution processes (i.e. distributor data collection, order processing, product handling, complaints management)
·  Manage distributor lifecycle transitions, i.e. onboarding, coverage and scope amendments, terminations
·  Perform other tasks that may be assigned from time to time.

Reporting to: Commercial Operations Manager

Supervisory Responsibilities: Distribution Executive

Education and/or Experience

·  Bachelor's degree in Marketing, Business Administration or related field from a recognized university / tertiary institution.
·  At least 8 years of experience in trade marketing / distribution channel management / sales and at least 3 years of these as a people leader. Experience with a Healthcare Multinational Company is an advantage.

Language Skills Fluency in both English and Vietnamese (conversational & writing)

Other Skills and Abilities

·  Demonstrate thorough understanding of the distribution channel business
·  Self-starter, self-motivated, high level of initiative within a fast-paced, constantly evolving market dynamics
·  Analytical skills to understand business requirements and ability to drive solutions to deal with complex business related needs
·  Strong influence/matrix management skills including the ability to craft messages to provide information and secure buy-in from different levels of stakeholders to adopt a value proposition in a business case
·  Strong leadership skills
·  Result focused, ability to solve complex problems and resolve issues in a timely manner
·  Communication Skills: strong written and oral communication skills, including the ability to effectively present in front of internal and external executives and large audiences
·  Excellent time management, organizational skills and agility in order to prioritize tasks and respond / decide timely in a constantly changing environment
·  Strong relationship building skills, including the ability to build rapport with the commercial teams and external stakeholders
·  Ability to read, analyze and interpret different sets of data, including understanding the data input sources for reports and analytical dashboards
·  Ability to plan, elicit, organize, evaluate, communicate and monitor assigned project
·  Ability to represent the Company with professionalism and confidence  Negotiation skill

Computer Skills

·  Microsoft Office applications (Outlook, Word, Excel and PowerPoint)

·  Who we are

At Roche, 94,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we've become one of the world's leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an equal opportunity employer.