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Job Description :: CSM - Channel Sales Manager, China
  Job Title: Channel Sales Manager, China

Department: International Sales

Office Location: Codonics (Shanghai) Trading Co.
Room 1412 No. 317 Xian Xia Road
Changning District, Shanghai
200051 PRC

Reports to: General Manager, Greater China

Hours: Full Time, extensive travel required

Position Summary:

This position is responsible for a variety of actions including, but not limited to, managing a distributor and dealer network, establishing resellers in new geographic areas or vertical markets (Mainland China with possible changes), sales and sales support to strategic accounts, identifying OEMs (VAR/System Integrators) and assess the best way of working with them.

Duties and Responsibilities within specified territory (subject to change):

  • Identify and work with General Manager, Greater China to develop distributor/dealer business through the most appropriate channels.
  • Arrange distributor site sales meetings and keep the distributors informed of developments and products. Train and instruct distributors on how and where to sell products.
  • Liaison and work with distributors to develop sales and marketing plans including sales goals and targets.
  • Develop and maintain a forecasting system for international distributors. Maintain a database of all marketing activities.
  • Work with and motivate distributors to develop new markets and establish new customers.
  • Encourage distributors to participate in exhibitions in their countries and each vertical market and train distributors on how to be successful at trade shows. Provide trade shows assistance and printer placement support.
  • Assist distributors by introducing new accounts and attend meetings with their key accounts and OEMs.
  • Ascertain and establish a competition and pricing analysis for each distributor for company review.
  • Implement strategies to minimize distributor competition by creating separate geographical areas and/or establishing new vertical markets. Overall managing of channel conflicts between distributors and worldwide OEM accounts.
  • Research and identify new distributor prospects in geographical markets within the Territory where not represented. Identify new distributors or train current distributors in untapped and new vertical markets.
  • Establish and maintain a sound base of distributors in countries within the Territory ensuring adequate territorial coverage.
  • Keep distributors regularly informed on technological changes and/or advancements in the industry.
  • Monitor, evaluate, and when necessary, replace unproductive, inefficient, or unethical distributors.
  • Help distributors become authorized service centers, if applicable. Assess service abilities of each distributor and establishing a rating system. Evaluate distributors ability to service our product and take corrective action when necessary.
  • Evaluate distributors demo/spare unit pool and make appropriate recommendations.
  • Enforce our tracking system for distributors where we can identify all direct OEM business generated, by system type and manufacturer.
  • Report all potential contracts and agreements regarding distributors issues and ensuring that all contracts and agreements of this nature are executed by General Manager, Greater China.
  • Actively research regional market information, including but not limited to government policies, competitors, end user trends, pricing and tender information, and report to the local sales team.
  • Promptly communicate in writing to the Regulatory Affairs Manager any complaints regarding product, which may result in hazard to the public or individuals, and communicate other deficiencies as appropriate.
  • Assist in the translation, translation review or obtaining of translations of documents and/or literature necessary for conducting business in Territory.
  • Advise Regulatory Affairs Manager of developments in legal or regulatory requirements affecting product distribution in Territory.
  • Other duties may be assigned.

Skills: Required: Proven ability to sell.
Ability to establish and maintain excellent relationships with customers.
Excellent written and verbal communication skills, plus great people skills.
Ability to read, write and speak both English and Chinese Mandarin fluently.
Technically savvy and enjoys working with computers & technology.
Superior organizational and follow-up skills.
Excellent work ethic.
Ability to lift 70+ pounds with or without assistance.

Education and/or Experience:

Well networked in the medical industry.
Excellent understanding of the hospital organizational structure of all departments and how they interact.
Minimum of 5+ years prior direct sales or sale support experience

  Position Description    
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