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Category Manager Distributor

3 months ago

Shanghai, China Abbott Laboratories Full time
Primary Job Function

The Distributor Category Manager â Greater China position is responsible for the day-to-day management of the Commercial Distributor category within Corporate Procurement. As a Distributor Category Manager, you will be responsible for managing and expanding our distribution network in Greater China. You will work closely with our sales and marketing teams to ensure our products reach the market effectively and efficiently. Your goal will be to develop strong relationships with distributors, drive sales growth, and ensure customer satisfaction in coordination with Abbottâs various commercial affiliates within the Diagnostics, Medical Device, Nutrition and Pharmaceutical businesses.    You will work to develop an engagement model with Commercial that supports Abbottâs key objectives, including Gross Margin improvement, commercial execution, customer centricity and commercialisation of the new product pipeline.

The role will report into the Director of Go to Market within Corporate Procurement, and primarily target the gross-to-net sales line of the P&L.

Core Responsibilities â

  • Develop and implement strategies to expand and strengthen our distribution network in Greater China.
  • Identify, recruit, and onboard new distributors to achieve sales targets and market penetration.
  • Monitor distributor performance and provide ongoing support and training to enhance their sales capabilities.
  • Collaborate with the sales and marketing teams to develop and execute promotional campaigns and sales initiatives.
  • Extrapolate best practices, benchmarks and insights between commercial affiliates
  • Analyze market trends and competitor activities to identify opportunities for growth and improvement.
  • Prepare and present regular reports on distributor performance, market conditions, and sales forecasts.
  • Ensure compliance with company policies, industry regulations, and best practices.
  • Develop and execute plans to gain weighted distribution, ensuring that our products achieve maximum visibility and availability across key distribution channels.
  • Leverage experience dealing with Chinaâs volume-based procurement processes to optimize supply chain efficiency and negotiate favorable terms with distributors and suppliers.

Key Activities â

Distributor Optimisation âDistributor Performance Monitoring:

  • Implement robust performance monitoring mechanisms to evaluate distributor performance across key metrics such as weighted distribution, market/channel share, on-time delivery, promotion management, and sales force effectiveness.
  • Analyze market and channel share to identify opportunities for growth and market penetration, informing strategic decision-making and resource allocation.
  • Monitor on-time delivery performance to ensure adherence to service level agreements and customer expectations, minimizing disruptions in supply chain operations.
  • Evaluate promotion management effectiveness to measure the impact of promotional activities on sales performance and brand visibility.
  • Ensure that decisions regarding distributor engagement/disengagement are informed by competitor positioning, avoiding scenarios where competitors capitalize on opportunities created by disengagement.
  • Conduct competitor analysis to understand where competitors are positioned in the market, identifying potential threats and opportunities.
  • Establish standards and processes for channel (distributor) management, including aligned growth targets, joint business plans, performance business reviews, and channel partner network optimization programs.

Cost and Distribution Analytics:

  • Utilize cost and distribution analytics to optimize warehouse utilization, stock replenishment rates, inventory holding, days on hand, and truck utilization.
  • Monitor stock replenishment rates to optimize inventory levels and minimize stockouts, ensuring timely delivery to customers.
  • Evaluate inventory holding costs and days on hand to optimize working capital and reduce carrying costs.
  • Analyze truck utilization to optimize delivery routes and schedules, maximizing efficiency and reducing transportation costs.
  • Utilize cash conversion cycle analytics, including Days Payable Outstanding (DPO), Days Sales Outstanding (DSO), and Days of Inventory on Hand (DOH), to assess cash flow efficiency and liquidity.

Negotiation and Relationship Building:

  • Utilize strong negotiation skills to establish and maintain mutually beneficial partnerships with channel partners, ensuring alignment of goals and objectives.
  • Negotiate terms and agreements with channel partners, including distribution agreements, pricing, and promotional activities.
  • Evaluate distributor scope of services based on the value they provide to customers in the marketplace, prioritizing company ownership of critical engagements and customer relationships.
  • Ensure that distributor services align with the company's values and future aspirations in the market, avoiding scenarios where distributors own key services/customers that may hinder future growth.
  • Consider future market growth and aspirations when evaluating distributor partnerships, ensuring that they support and enhance the company's long-term objectives.

China Volume Based Procurement (VBP) Specific Insights â

  • Develop and manage distribution strategies specifically for hospital channels, ensuring product availability and compliance with hospital procurement processes.
  • Collaborate division commercial on the tendering process for hospital procurement, including preparing bids, negotiating terms, and securing contracts.
  • Stay informed about changes in government policies, healthcare regulations, and tendering processes that may impact distribution and sales in hospital channels.
  • Work closely with local government agencies and industry associations to stay abreast of market trends and regulatory changes.
  • Manage the impact of lower prices due to VBP, working closely with distributors to maintain profitability.
  • Ensure distributors can meet high-volume demands and coordinate closely to manage inventory levels.
  • Maintain strict quality and compliance standards required by VBP, providing detailed reporting on product handling and performance.
  • Navigate the financial challenges of extended payment terms and shared risks associated with VBP contracts.
  • Foster strong, collaborative partnerships with manufacturers, focusing on joint strategic planning and aligning goals.
  • Shift focus towards securing and maintaining key accounts under VBP, adapting to policy changes as needed.
  • Optimize processes and invest in technology to meet the efficiency demands of VBP.

Capability Building and Performance Improvement:

  • Contribute to the performance and competence improvement of channel partners through targeted development and training plans, sharing of best practices, market insights, product innovations, and new marketing approaches.
  • Drive capability building for distribution managers to enhance distributor selection, engagement, and performance management.
  • Establish review and approval processes for new channel partners and terminations, coordinating closely with internal functions to ensure policy compliance.
  • Regularly review and communicate findings, potential solutions, recommendations, and action items with Go-to-Market team, and regional leadership
  • Optimize the county & regiona organizational structure to optimize the distribution network, strengthening and growing Abbottâs brands across key distribution channels.
  • Develop commercial and trade solutions, supporting the execution of 3rd Party Management covering Distribution Agreements, Promotion & Outsourcing Agreements, and Wholesale Agreements.
Strategic Thinking / Relationship Management -

It is important that any candidate drives through the strategy and the standardisation of tools, services, and branding, though being able to be-spoke offerings and solutions to the customer to drive customer experiences and buy in. The development of a strategies and tools to work with the Go-to-Market Solutions strategy and goals. The ability to map improvements, implementations and goal pipelines across the wider organisation is expected.

As part of a wider corporate function, the candidate needs to have experience in collaborating and working with other functions or businesses for the greater good of the organisation. Being able to identify key internal stakeholders and build relationships and pathways to success with them is important in the role.

Ensuring compliance with applicable corporate and divisional policies and procedures. Assist in ensuring both internal and external compliance with policies, procedures, and quality system regulations within the region.

The role requires individuals to solve complex problems taking a broad perspective to identify solutions. An ability to see the broader picture and the total cost of change is required, any candidate should have experience and be able to narrate their successes in this area. There is an expectation to deliver cross divisional projects that yield significant benefits to the corporation including savings, margin improvement, top-line growth, re-engineered business procedures, sustainable long-term agreements and risk mitigating supply strategies.

Supervisory/Management Responsibilities:
  • No

Position Accountability / Scope:
  • Operates with goals set by Global Vertical Manager
  • Authority to implement action plans to address stakeholder relationships issues  
  • Support business initiatives and annual goal planning
  • Integrate the category into divisional business practice
  • Meet the diverse needs of our regional stakeholders internal and external.
  • Creating standardization where possible.
  • Key Organizational Relationships: Area Commercial Directors, General Managers,  Division/affiliate leadership, corporate function leadership
  • Supporting Sales: $2Billion
  • Connections within business: 50-75        
  • Span of control: Country
  • Travel:  up to 20-30%

Minimum Education:
  • Bachelor's degree in Business Administration, Marketing, or related field
  • 5+ years of experience in distribution management, sales or related role
  • Proven track record in channel management, distribution network optimization, and strategic planning, preferably in the healthcare industry.
  • Strong understanding of the Chinese market and distribution channels.
  • Strong negotiation skills with a demonstrated ability to achieve favourable outcomes in complex negotiations.
  • Excellent analytical skills with the ability to conduct cost and distribution analytics, inventory management, and competitor analysis.
  • Excellent communication and collaboration skills, with the ability to work effectively across functions and regions.
  • Demonstrated leadership capabilities, with the ability to drive change and influence stakeholders at all levels.
  • Proficiency in technology and platforms related to channel management and analytics.
  • Ability to present and influence others, including internal Abbott and external Customer leaders 
  • Demonstrated experience in gaining weighted distribution and managing high-volume procurement processes in China.
  • Specific experience with hospital channels and the tendering process in the Chinese market.
  • Fluent in Mandarin and English (preferred)