Job Title: Distributor Operations Manager
Physical Place Of Work
Abbott
Department: Distribution -Commercial Operation
Region Supported: Europe, Middle East and Africa
Salary Range: Market Related
Key Customers
Supervises: TBC
Reports to: Head of distribution - EMEA Region
Size of Work Team: Individual
Works With
- Regional Sales Director, Africa
- Regional Sales Director, Middle East
- Regional Sales Manager, Europe
- Regional Finance Controller, EMEA
- Finance Director, Africa & Middle East
- Finance Manager, Europe
- Legal Director, MEA ,Europe
- QA Commercial EMEA
- Regulatory Directors, Europe and MEA
- OEC, EMEA
- Technical Support Team, EMEA
Job Purpose
The Distributor Operations Manager is responsible for proper selecting according to the set process , establishing and managing the Distributors and their team in the region to ensure proper performance according to the KPIs , market access, business development, market penetration ,profitability, customer satisfaction and retention of existing business.
The Distributor Manager is responsible for onboarding new Distributors when required, in collaboration with the cross functional teams , (coordinating the appropriate due diligence screenings and drafting agreements in conjunction
with legal team),monitor distributor
performance by ensuring that their revenue targets are achieved within their responsible countries and offboarding distributors when required in coordination with legal and compliance teams .
The Distributor Manager will work with the
Commercial Team, Commercial Excellence and Finance Teams across Europe, Middle East and Africa to structure and develop Distributor Pricing and Commissions.
Duties And Responsibilities
Sales & Profitability
- Full revenue responsibility including forecasting and target performance achievement
- Achieve desired revenue and profit plans and growth targets
Distributor Management
- Identifies, Select and Assess new Distributors
- Assess and monitor the distributors performance according to the set KPIs
- Assist the Distributors defining their Strategy, Action Plan and Targets (KPIs) in collaboration with the commercial team
- Ensures continuous improvement of KPIs and distributor processes (sales, service, commercial excellence)
- Define targets, analyze reports, execute quarterly business reviews and annual assessment of Distributors
- Verifies and enforces Distribution Agreements compliance; Implement new, renew, amend and terminate Distribution Agreements in coordination with legal and compliance teams
- Collaborates across functions (Finance, Legal, OEC) to define and implement Distributor commissions and service fees through benchmarking
- Ensuring that distributors and their related staff are fully aware of Abbott solutions, policies, procedures, OEC and quality systems and that they work accordingly and present Abbott as desired by the company
- Coordinates Distributors enablement and development by :
- Review performance past and future
- Address challenges within the business
- Encourage professional investments
- Discuss new updates from both sides
- Review Strategies short and long terms
- Discuss market trends and market activities needs
- Understand distributor financial /cash flow status
Working Conditions
- Office based
- Local and International Travelling
Minimum Level Of Education
- University degree, ideally in one of the following fields: Biochemistry, Pharma, Medical Technology, Biotechnology Or Related.
- MBA will be a plus
Qualifications / Training Required
- University degree, ideally in one of the following fields: Biochemistry, Pharma, Medical Technology, Biotechnology Or Related.
- MBA will be a plus
Prior Experience
- 5-7 years of experience in general field. A minimum of 2 years experience within a similar role.
- Proven sales track record and commercial operational management in Healthcare preferably within Diagnostic or Pharmaceutical Markets
Competencies Required
- Interpersonal and communication skills
- Business skills
- Teamwork and collaboration Skills
- Leadership and project management skills
- Strategic agility
- Negotiation skills
- Complex problem-solving skills and decision making
Technical Skills Required
- Microsoft Excel Software
- Microsoft PowerPoint Software
- Microsoft Word Software
- Basic Computer Skills
Language Skills Required
- English, Knowledge of French will be an advantage
