Key Distributor Manager – Corporate Business (Cent

Position: Key Distributor Manager – Central America
Location: Guatemala
Territory: Guatemala, El Salvador & Honduras


Qualifications:

College Degree: Non-specified discipline (Required)
Graduate Degree: MBA (Desired)
Languages: English (Required), Spanish (Required)
Experience: Minimum of 5 years of sales or marketing experience (Required), experience in the Healthcare Sector (Desired)

Main Job Functions / Activities

Responsible for the development and performance of the indirect channel in the assigned territory. Lead company negotiations with its distributor partners. Coordinate alignment with franchises and functions. Obtain sales goals in the assigned territory. Responsible for the Territory and Quota management processes.

Responsible for communicating and implementing the company’s Distribution Policies both internally and externally.

Responsible for obtaining (Due Diligence Process) and maintaining Compliance (Contracts) in the indirect channel.

Identify new market opportunities. Lead the alignment process with franchises and distributors to capture identified opportunities.

Continuous evaluation of current and potential distributors in the assigned territory. Segment distributors according to company business models and policies. Effectively align internal resources according to channel segmentation.

Lead the account team in the development and execution of the Key Distributor Strategic Account Plan. Define key/strategic objectives and sales targets for Key Distributors in the assigned territory. Host quarterly meetings with the account team to measure performance versus the account plan and resolve conflicts and/or issues with the channel partners.

Manage and motivate (according to Compliance and HHRR guidelines) the distributors’ sales teams in order to obtain the goals and objectives established in the Account Plan.

Responsible for implementing and maintaining data integrity in the JJDistributor program

Measure performance of the indirect channel partners through the Balanced ScoreCard. Definition and implementation of action plans to improve performance versus metrics. Assist in the implementation of End Customer Satisfaction Surveys.

Organize and lead the Distribution Committee.

Organize and lead the annual Distributors Meeting.

Serve as the company representative before key stakeholders in the territory (hospitals, distributors, key opinion leaders, end customers, medical and trade associations).

Required Competencies:

Business Skills: Business Understanding, Decision Making, Priority Setting and Focus, Understand Competition, Planning & Organization Skills, Follow-up & Control, Strategic Thinking, Judgment, Focus on Customer Needs

Technical Skills: Objectives & Goal Setting, Computer proficiency, Performance Observation

Analytical Skills: Analysis and Interpretation, Financial Decision Making, Attention to Detail, Reporting Data

Personal Effectiveness: Tolerance to Pressure / Tenacity, Conflict Management, Teamwork, Build Effective Relationships, Listening Skills, Independence, Adaptability to Changes, Negotiation Skills, Communication Skills, Creativity & Initiative, Persuasiveness / Sales Ability, Champion of Change / Risk Takes

People Skills: Motivating others, Rewards & celebrates achievement, Provides constructive feedback and criticism