Job Description:
Job Title: Channel Manager – Asia Pacific
Location: Asia Pacific Region or Singapore
Reports To: APAC Commercial Excellence Director
Position Overview
The Channel Manager – Asia Pacific is responsible for optimizing Go-To-Market (GTM) strategies, enhancing channel profitability, and driving performance across a diverse and complex dental business landscape. This role leads the development and execution of channel strategies, incentive programs, governance frameworks, and partner performance management. The ideal candidate brings strong commercial acumen, regional market knowledge, and a collaborative mindset to work closely with local commercial teams and external partners.
Key Responsibilities
GTM & Channel Strategy Optimization
- Develop and implement regionally tailored GTM strategies that align with business objectives and local market dynamics.
- Optimize channel mix (direct, distributor, hybrid) to maximize reach, efficiency, and profitability.
- Continuously refine GTM models based on performance data, market feedback, and competitive insights.
Channel Partner Assessment & Management
- Conduct structured assessments of existing and potential channel partners based on capability, market reach, compliance, and strategic fit.
- Define and implement a partner segmentation model to support differentiated engagement strategies.
- Build and maintain strong relationships with key partners across Asia Pacific, ensuring alignment with company goals.
Channel Performance KPIs & Effectiveness
- Define clear, measurable KPIs for channel partners, including sales targets, market coverage, compliance, and customer satisfaction.
- Monitor and evaluate partner performance through regular reviews and data analysis.
- Develop dashboards and reporting tools to track channel effectiveness and support data-driven decision-making.
Channel Profitability & Incentive Programs
- Analyze channel economics to identify opportunities for margin improvement and cost optimization.
- Design and implement channel incentive programs that drive sales performance and partner engagement.
- Collaborate with Finance and Sales to ensure incentive structures are competitive, compliant, and aligned with business goals.
Channel Governance & Standardization
- Establish governance frameworks to ensure consistency, transparency, and compliance across all channel activities.
- Standardize partner onboarding, performance management, and operational processes across the region.
- Ensure alignment with global policies while adapting to local regulatory and market requirements.
Collaboration with Local Commercial Teams
- Partner closely with in-country commercial teams to support execution of channel strategies and resolve market-specific challenges.
- Facilitate knowledge sharing and alignment between regional strategy and local execution.
- Support local teams in product launches, pricing strategies, and customer engagement initiatives.
Compliance & Regulatory Adherence
- Ensure all channel activities comply with local healthcare regulations, industry standards, and company policies.
- Stay informed of regulatory changes across APAC markets and ensure partner compliance.
Key Qualifications & Skills
- Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field
- Min 8 years of experience in channel strategy, sales operations, or commercial roles—preferably in the healthcare or medical device industry.
- Proven experience working across multiple Asia Pacific markets with an understanding of regional business practices and healthcare systems.
- Strong analytical and financial acumen with a track record of data-driven decision-making.
- Excellent interpersonal and communication skills, with the ability to influence and collaborate across cultures and functions.
- Proficiency in analytics tools, and Microsoft Office Suite (especially Excel).
- Fluency in English and Chinese proficiency
- Willingness to travel across the region as needed.
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