Distribution Field Manager

Overview

The Distribution Field Manager (DFM) is responsible for strategic customer relationships primarily focused on our non-acute Distribution partnerships. The DFM establishes and builds senior-level relationships and leverages them in driving new profitable sales and expanding utilization in current accounts. Understands and assesses customer’s business issues and objectives and presents innovative . Responsible for leading an internal team without direct authority and overall management of the Regional partners.

Distributor Relationship Management:

• Establish and maintain strong relationships with distributors within the assigned region.
• Collaborate closely with distributors to understand their needs, challenges, and growth opportunities.
• Ensure timely communication and resolution of any issues or concerns

Product Growth:

• Manage sales activities with distributors to promote our key products.
• Determine opportunities for expanding product reach and market share.
• Design strategies to drive growth, based on sales data.
• Ability to get unfair mindshare and focus within a distribution channel that has hundreds of partners.
• Drive field collaboration and focus with field sales and management and distribution partners sales and management teams at a regional level.
• Evaluate and direct the value of selling through distribution to sales reps and managers.
• Coordinate with Sales and Marketing to help win larger deals that involve distribution and include their key stakeholders.

Performance:

• Establish and track key performance indicators (KPIs) related to distribution excellence.
• Regularly evaluate distributor performance and address any deviations from targets.
• Manage performance for their respective regions to achieve annual sales goals.
• Coordinate routine business reviews that may include the C-suite from the company and the distribution partner C-suite.
• Design and conduct business reviews with Regional and Area leaders to review distributor performance, obstacles to achieving success and competitive information

• Bachelor’s degree
• 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry, of which 4 or more years should be working with distribution partners
• Overnight travel required.
• Candidates should possess the following:
  Background of success in value-based solution- selling, ability to form and develop long-term strategic interpersonal, professional senior level relationships; influence without direct authority;
  Executive level business and financial acumen with strong negotiation skills.