Commercial Leader Indirect Business - Mother & Childcare

Job Title

Job Description

The Commercial Leader, Indirect Channel – Greater China is responsible for driving sustainable and profitable growth of the Philips Avent/ Pregnancy+ business through indirect-channel partners in Greater China (Mainland China, Hong Kong & Taiwan). The role owns the end-to-end commercial relationship and performance of existing strategic distributors while developing new customers and growth opportunities. It combines strategic partnership management with rigorous commercial execution, including P&L management, target setting, contract and commercial negotiations, performance management, and new business development. As the key connection between Philips' global business and local channel partners, the Commercial Leader translates global business priorities into locally relevant commercial plans while representing customer and market needs back into the Philips organization. The role leads the local indirect-channel commercial team and mobilizes stakeholders across the Philips matrix to deliver profitable growth, strong marketplace execution and sustainable customer partnerships.

Your role:

• Own commercial performance and P&L for designated Greater China indirect-channel customers, translating business objectives into customer strategies, annual plans, targets and agreements. Balance sales growth, profitability, investments and returns through disciplined performance reviews, early corrective action and pay-for-performance support tied to transparent commitments and measurable outcomes.
• Lead strategic distributor partnerships and negotiations as Philips’ primary commercial interface, building senior-level relationships while aligning priorities, targets, investments, execution and issue resolution. Develop fact-based positions on pricing, terms and performance commitments—grounded in customer economics, competitive and market dynamics, and Philips objectives—to protect Philips’ interests and establish clear mutual accountabilities.
• Accelerate new business and marketplace execution by identifying, evaluating and converting indirect-channel opportunities; building business cases based on strategic fit, growth potential, economics and execution capability; and managing the pipeline from assessment through negotiation, contracting and launch. Establish sustainable partner operating models and translate Philips Avent’s brand, category, portfolio and commercial priorities into actionable plans, using customer, competitor, consumer and channel insights to strengthen distributor capabilities and e-commerce execution.
• Connect Greater China partners with the global Philips organization and lead the local commercial team. Balance local needs with global strategy, policies and priorities; represent market perspectives; and align commercial, marketing, finance, supply, portfolio and other stakeholders to resolve issues and unlock opportunities, while setting clear team priorities and accountabilities, coaching and developing talent, and fostering ownership, collaboration, entrepreneurship, disciplined execution and high performance.
• Ensure business integrity and compliance across customer relationships, contracts, commercial investments and business practices, adhering to Philips processes, quality standards, regulatory requirements and standards of business conduct while pursuing ambitious growth and performance objectives.

You’re the right fit if:

Minimum qualifications:

• Bachelor's/ Master's Degree Business Administration, Project Management, Sales, Marketing or equivalent.
• Approximately 10+ years of relevant professional experience in sales, commercial management, customer development or related commercial roles within multinational organizations.
• At least 5 years of direct international commercial experience managing retailers, distributors and/or other significant customer relationships, including ownership of commercial targets and negotiations.
• Commercial experience within FMCG, consumer goods, consumer health or consumer electronics, preferably within a branded manufacturer/vendor environment.
• Previous people-management or team-leadership experience.
• Strong commercial and financial acumen, including experience managing business performance, customer economics and P&L-related decisions.
• Demonstrated experience leading commercial and contract negotiations and translating agreements into clear performance commitments.
• Proven ability to operate successfully within a complex multinational matrix organization and influence stakeholders beyond direct reporting lines.
• Strong written and verbal English communication skills.

Preferred qualifications:

• Significant commercial experience in Greater China, particularly working with Chinese retailers, distributors and/or e-commerce ecosystems.
• Strong understanding of China's digital-commerce environment and distributor-led go-to-market models.
• Professional proficiency in Mandarin Chinese is strongly preferred but not mandatory.

Compensation & benefits

Doing meaningful work should come with fair, transparent rewards. The base salary range for this role is Min € 78.187 – Max € 130.312. We determine pay within the range using objective factors, like the skills the role requires, your relevant experience and the responsibility you'll have in this role, alongside internal equity and local market considerations. This role is eligible for a 3% bonus with your rewards linked to KPIs and company results. We’ll share the full approach with you during the interview process, so you can make a clear, informed decision.

How we work together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. For this role the location is our HQ Amsterdam, with travel requirements of approximately 1x Quarter a week in the region.

About Philips
Are you ready to do the work of your life to help the lives of others? Learn more about our business, discover our rich and exciting history and learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care.