Channel Manager

Thank you for your interest in joining Solventum. Solventum is a new healthcare company with a long legacy of solving big challenges that improve lives and help healthcare professionals perform at their best. At Solventum, people are at the heart of every innovation we pursue. Guided by empathy, insight, and clinical intelligence, we collaborate with the best minds in healthcare to address our customers' toughest challenges. While we continue updating the Solventum Careers Page and applicant materials, some documents may still reflect legacy branding. Please note that all listed roles are Solventum positions, and our Privacy Policy: applies to any personal information you submit. As it was with 3M, at Solventum all qualified applicants will receive consideration for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

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.

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