Job Description:
Channel Manager
3M Health Care is now Solventum
At Solventum, we enable better, smarter, safer healthcare to improve lives. As a new company with a long legacy of creating breakthrough solutions for our customers’ toughest challenges, we pioneer game-changing innovations at the intersection of health, material and data science that change patients' lives for the better while enabling healthcare professionals to perform at their best. Because people, and their wellbeing, are at the heart of every scientific advancement we pursue.
We partner closely with the brightest minds in healthcare to ensure that every solution we create melds the latest technology with compassion and empathy. Because at Solventum, we never stop solving for you.
Position Overview
The Channel Manager – ANZ is responsible for optimizing Go-To-Market (GTM) strategies, enhancing channel profitability, and driving performance across a diverse and complex business landscape. This role leads the development and execution of channel strategies, incentive programs, governance frameworks, and partner performance management. The ideal candidate brings strong commercial acumen, regional market knowledge, and a collaborative mindset to work closely with local commercial teams and external partners.
Key Responsibilities
GTM & Channel Strategy Optimization
- Develop and implement regionally tailored GTM strategies that align with business objectives and local market dynamics.
- Optimize channel mix (direct, distributor, hybrid) to maximize reach, efficiency, and profitability.
- Continuously refine GTM models based on performance data, market feedback, and competitive insights.
Channel Partner Assessment & Management
- Conduct structured assessments of existing and potential channel partners based on capability, market reach, compliance, and strategic fit.
- Define and implement a partner segmentation model to support differentiated engagement strategies
- Build and maintain strong relationships with key partners across Asia Pacific, ensuring alignment with company goals.
Channel Performance KPIs & Effectiveness
- Define clear, measurable KPIs for channel partners, including sales targets, market coverage, compliance, and customer satisfaction.
- Monitor and evaluate partner performance through regular reviews and data analysis.
- Develop dashboards and reporting tools to track channel effectiveness and support data-driven decision-making.
Channel Profitability & Incentive Programs
- Analyze channel economics to identify opportunities for margin improvement and cost optimization.
- Design and implement channel incentive programs that drive sales performance and partner engagement.
- Collaborate with Finance and Sales to ensure incentive structures are competitive, compliant, and aligned with business goals.
Channel Governance & Standardization
- Establish governance frameworks to ensure consistency, transparency, and compliance across all channel activities.
- Standardize partner onboarding, performance management, and operational processes across the region.
- Ensure alignment with global policies while adapting to local regulatory and market requirements.
Collaboration with Local Commercial Teams
- Partner closely with in-country commercial and marketing teams to support execution of channel strategies and resolve market-specific challenges.
- Facilitate knowledge sharing and alignment between regional strategy and local execution.
- Support local teams in product launches, pricing strategies, and customer engagement initiatives.
Compliance & Regulatory Adherence
- Ensure all channel activities comply with local healthcare regulations, industry standards, and company policies.
- Stay informed of regulatory changes across APAC markets and ensure partner compliance.
Key Qualifications & Skills
- Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field
- Min 8 years of experience in channel strategy, sales operations, or commercial roles—preferably in the healthcare or medical device industry.
- Proven experience working across multiple Asia Pacific markets with an understanding of regional business practices and healthcare systems.
- Strong analytical and financial acumen with a track record of data-driven decision-making.
- Excellent interpersonal and communication skills, with the ability to influence and collaborate across cultures and functions.
- Proficiency in analytics tools, and Microsoft Office Suite (especially Excel).
- Fluency in English and Chinese proficiency
- Willingness to travel across the region as needed.
Solventum is committed to maintaining the highest standards of integrity and professionalism in our recruitment process. Applicants must remain alert to fraudulent job postings and recruitment schemes that falsely claim to represent Solventum and seek to exploit job seekers.
Please note that all email communications from Solventum regarding job opportunities with the company will be from an email with a domain of @solventum.com. Be wary of unsolicited emails or messages regarding Solventum job opportunities from emails with other email domains.
Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.
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