Distribution Channel Lead

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

The Position

We advance science so that we all have more time with the people we love.
The Position

As the Distribution Channel Lead, you will play a crucial role in managing and optimizing Roche Vietnam's distribution network, identifying the right channel partner for customers and or segment and territory, and developing their capabilities based on the Company's expectations and requirements. You will also be responsible in developing and maintaining effective relationships with distributors and other channel partners to ensure the efficient and profitable distribution of products or services. You will work closely with internal teams to align distribution strategies with overall business objectives and to manage channel partners' service performance, activities and effectively monitor their high level of compliance with Roche's behavior in business and other requirements.

Your opportunities

• You will identify and evaluate potential distribution channels to expand market reach, map the Channel Partners' short and long term coverage models to be able to have the most optimized channels to serve the requirements of new and existing customers
• You will develop and implement strategies for channel growth and optimization, perform risk assessments and due diligence activities for new and existing channel partners in line with Roche policies and guidelines
• You will establish and nurture relationships with distributors and key channel partners, collaborate with them to set and achieve sales targets, KPIs and provide training and support to enhance their product knowledge and business capabilities
• You will resolve issues and conflicts with channel partners to ensure a positive and productive working relationship, manage channel lifecycle transitions, i.e. onboarding, coverage and scope amendments, terminations and ensure their roles, responsibilities and services expectations are communicated and understood
• You will perform and/or support in conducting audits of the channel partners activities as and when required (i.e. Compliance, Quality, SHE audits) and develop, implement and monitor key performance indicators (KPIs) to measure their effectiveness
• You will work closely with the Sales and Marketing Teams to set and monitor sales targets for each channel partner, develop pricing strategies and incentives in accordance with the level of services provided and market rates, analyze competitor activities within the distribution channels and recommend strategies to maintain a competitive edge
• You will work closely with Marketing and Supply Chain teams to align distribution strategies with overall business goals and provide feedback from the partners to assist in the development of marketing campaigns, service improvements, and inventory management
• You will work closely with Business Intelligence Teams to conduct market research to identify trends, opportunities, and potential threats in the distribution landscape and to to collect relevant business data and prepare regular and ad-hoc reports on channel performance, in-market sales, market trends, inventory, pricing for Management review
• You will support in the communication and implementation of improvement initiatives related to distribution processes (i.e. channel partner data collection interface, order processing, complaints management)

Who You Are

• You have a Bachelor's Degree in Business or related field from a reputable University (local/overseas)
• You have proven minimum 5 years of experience in distribution channel management, sales, or a related field in MNCs, Healthcare industry preferred
• You have proven experience in distribution channel management, sales, or a related field and must demonstrate thorough understanding of the distribution channel business
• You have excellent customer service orientation, communication, negotiation, and interpersonal skills
• You have fluent communication in English and Vietnamese

Who we are

A healthier future drives us to innovate. Together, more than 100'000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.

Let's build a healthier future, together.

Roche is an Equal Opportunity Employer.