Channel Partner Manager - Sales & Distribution

Channel Partner Manager | Accu Chek | Trivandrum

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

A healthier future. It is what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That is what makes us Roche.

Reporting to the Channel Partner Lead South & West, Roche Diagnostics India is looking for a Channel Partner Manager to cover our southern region being based in Trivandrum. A Channel Partner Manager is responsible for selling the company’s products by finding, generating and developing new distribution/retail partners. You are also accountable for new account development and/or expanding existing accounts within the distribution or retail sales channel and create awareness and demand for company products.

Key responsibilities include:

Sales Promotion & Strategy Implementation

• Communicate the sales promotion plan to Channel Partner team members in assigned area and coordinate overall sales and marketing activities are executed as per the SOPs provided. 

• Ensure execution of SKU/value wise monthly achievement of area primary & secondary sales plan

• Implement the sales schemes as per the scheme circular

• Ensure regular billing & stock management of the area stockist as per the provided guidelines.

• Facilitate coordination between Channel sales team and Hybrid team for coverage of assigned outlets and to achieve sales targets

• Propose marketing campaigns as per the market requirements.

• Provide timely feedback on competitor activities

Planning

• Assist the Channel Partner Lead in planning for the area by providing information on the market environment

• Submit inventory requirement for the assigned area to CPL as per sales target

• Identifying new markets / uncovered markets and expanding distribution.

• Identifying knowledge & skill gaps with the Channel Partner Team, coordinate with the CPL & FTM to facilitate regular training

Distribution Management

• Maintain Stocks & Sales statement of the Channel Partner’s super stockiest

• Conduct due diligence and validate the super stockist appointments proposed by the Channel partner 

• Handle the escalations of the stockiest and retailers through regular visits to sort out their issues and concerns regarding invoicing, accounts, price, competition, demand generation, slow moving products and schemes 

• Merchandising planning with Channel sales team and execution  

Channel Sales Team Management

• Ensure monthly review of sales performance vis a vis targets and initiate corrective actions, guidance to Channel Sales Team through CPLs

• Ensure that Channel Sales Team conduct business as per the Roche code of conduct and SHE norms

• Should do training need analysis and coordinate with the Field Training Managers to identify knowledge & skill gaps between the Channel Sales Team members and ensure successful execution of the same.

Collaboration

• Collaborate between Hybrid & channel partner team to achieve the assigned targets

• To ensure collaboration between Hybrid & channel partner team to ensure the availability of our products at all listed A & B category retail outlets.

Others

• Handle all the escalations from stockiest/dealers/retailers/chemists/customers

• Ensure all the sales activities of the team members are conducted in a complaint manner and as per Roche code of conduct

• Follow Roche Safety Health & Environment (SHE) guidelines

Who You Are:

• Bachelor or master’s degree, preferably MBA, plus Retail Promotion experience of minimum 3 years 

• Experience from pharmaceutical, medical device or FMCG industries preferred.

• Project management, distributor management and diabetes medical device industry background would be looked upon favourably.

• Experience in negotiation and contract development and management

• Outcome-based, solution oriented, enterprise thinking mindset

• Ability to translate complex challenges into clear, actionable strategies and marketing initiatives.

• Forward-thinking mindset, able to navigate change and drive continuous improvement.

• Communicates in a concise, clear manner to support expeditious decision-making and builds strong, collaborative relationships with key stakeholders, fostering an exchange of ideas and support among colleagues.

 

 

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.

Experience Level

Mid Level