Posted on Oct 12th 2019

Channel Sales Manager


Full time



Posted on Oct 12th 2019


Full time



Job Title

Channel Sales Manager

Job Description

In this role, you have the opportunity to

Work closely with Zone Sales Leader etc. to strengthen channel management and improve service business performance and gain market share.

You are responsible for

  • Ensure a consistent and uniform approach towards channel partners across assigned territory and all businesses
  • Search and selection of channel partners in close collaboration with relevant stakeholders
  • Set annual targets and prepare joint business plan
  • Ensure planning of  partner performance reviews and execution there of monthly KPI performance review of partner landscape and highlight gross deviations from target including corrective actions
  • Establish and monitor partner capability development Plan execution and report progress
  • Normal standard dispute resolution between Philips and Partners
  • Ensure local organization and indirect channel managers are trained and coached in the use of the Philips Partner Management processes and tools (SFDC for partners where relevant
  • Together with legal: maintain uniform contract templates for various channel types. Escalation point for deviations from standards and for obtaining the relevant approvals
  • Manages relationships with big, most strategic indirect channel partners, with complex organization structures and processes
  • Formulates, the future strategic directions for Indirect channel sales (short and long-term)
  • Directs and controls Indirect Channel Management activities by insuring the Indirect Channel Sales team is adequately prepared to deliver on accountabilities, goals & projects.
  • Determines and assesses the value of new developments and identifying new opportunities for Philips.
  • Oversees the global developments that are relevant for the business, and determines the implications for the domain.
  • Formulates the solution for (technical) partial problems that cannot be found by combining previous experiences but by composing newly acquired distributor management knowledge.  May lead multi-disciplinary distributor change projects, managing a number of people.
  • Works independently and provides consultative advice within specific functional areas.
  • Introduces distributor management methods/procedures that are new for the organization.
  • Applies advanced distributor process principles to multiple tasks. 
  • Proficient in area of specialization and contributes in other disciplines.
  • Determines feasibility of distributor management concepts or projects.

To succeed in this role, you should have the following skills and experience

  • Bachelor’s degree with > 10 years of related experience in distributor management; Master’s degree with > 8 years of related experience in distributor management.
  • Solid experience in channel management.
  • Good presentation, selling and communication with end user.
  • Workable English skill both in written and spoken.

In return, we offer you

A path towards your most rewarding career. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions.


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Over 125 years ago, Frederik and Gerard Philips started a small light bulb company in Eindhoven. Little did they realize that it would become a global force of innovation, committed to improving billions of lives worldwide. But it did. Today, Philips is a world leading health technology company with a vision to make life better for people worldwide through meaningful innovation. Making good on this promise depends on our passionate, inspirational, collaborative and diverse team. We have over 80,000+ brilliant people around the world but are always looking for more. Like-minded, motivated, focused minds to join us in creating a healthier, more connected society while tranforming themselves personally and professionally. Working at Philips is more than a job. It's an experience filled with unexcepted moments that will transform you in lasting and positive ways. Help us improve the world for the better while building a career that no one could have planned for. Even you.




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