Principal Channel Business Partner

Job Summary

The purpose of this role is to identify opportunities for business growth by approaching and identifying the right channel partners or commercial partners, build sustainable channel partner strategy and distributor network to support geographical expansion in Indonesia and other countries assigned in the future.

Key Responsibilities

Channel Partner/Distributor Identification and Onboarding

• CP Identification: Identify channel partners (CP) for Indonesia to expand market reach. CP includes distributors, dealers, sales and commission agents. Develop and manage comprehensive onboarding processes to adequately train and equip new partners.
• CP Onboarding & Contracting: Develop and manage comprehensive onboarding processes. Ensure global CP requirements and database are maintained on time and accurately according to related SOPs. This includes CP onboarding, renewals and termination. Negotiate terms, pricing, and performance targets etc with CP.

Channel Strategy Development

• Define and implement channel strategies aligned with company growth objectives.
• Identify new distribution avenues and evaluate potential new channels.
• Collaborate with CP and regional teams to create strategy to grow and develop the market in Indonesia

Relationship Management

Building and maintaining strong relationships with Channel partners and key personnel to ensure loyalty and maximize sales opportunities by providing ongoing support. Addressing any concerns or issues they may have promptly and effectively.

• Facilitate communication and negotiations between BSC and CP for business and non-business matters include any conflict resolution.
• Coross functional collaboration with internal (Country & Regional) teams, including sales, marketing, Finance, Compliance, and Supply chain for country strategies.

Compliance, Training and Development

• Ensuring that dealerships comply with all relevant laws, regulations, and company policies. This may include monitoring adherence to contractual agreements, conducting audits, and providing guidance on legal and regulatory requirements.
• Providing training and support to channel partners to ensure they understand the companies policies and operational processes. This may involve conducting workshops, seminars, or providing training in person or virtual.
• Elevate Channel Partner’s sales force effectiveness in partnership with respective L&D manager  

Reporting analytics & System management

• Implementing and management of DMS (Distributor Management system) to capture and utilize advanced analytics to optimize and pursue business opportunities with local teams and CPs.
• Facilitate audit & monitoring activities involving Channel Partners to ensure data accuracy and compliance of secondary data.
• Gathering and analysis of business information from channel partners including in-hospital sales and inventories.
• Coordinate and help CP work on their forecast to minimize back-orders and service level hits
• Design & implement CPs score card and ranking w.r.t performance, risks and effectiveness

Continuous Improvement

• Stay informed about industry trends, market dynamics, and competitor activities to identify new opportunities and best practices. Proactively seek feedback from distributors and channel partners to identify areas for improvement and implement corrective actions as needed. Work closely with cross-functional teams to streamline processes, optimize resources, and enhance overall efficiency.

Job Requirements

• 8+ years of experience in Medical Device industry or broader Healthcare Industry/FMCG
• MBA / Post graduate degree in any field preferably business management / administration, marketing
• Experience in managing channel Partners.
• Experience in stakeholder management and project management
• Good communication, presentation, and interpersonal skills.
• Results oriented with the ability to work independently and collaboratively in a fast-paced environment.
• Analytical mindset with proficiency in data analysis and reporting tools
• Self-motivated – Motivating and inspiring others
• Flexible, adaptable but focused and persistent
• Open to travel in and outside country

As a leader in medical science for more than 40 years, we are committed to solving the challenges that matter most – united by a deep caring for human life. Our mission to advance science for life is about transforming lives through innovative medical solutions that improve patient lives, create value for our customers, and support our employees and the communities in which we operate. Now more than ever, we have a responsibility to apply those values to everything we do – as a global business and as a global corporate citizen.

So, choosing a career with Boston Scientific (NYSE: BSX) isn’t just business, it’s personal. And if you’re a natural problem-solver with the imagination, determination, and spirit to make a meaningful difference to people worldwide, we encourage you to apply and look forward to connecting with you!