Manager-Channel Management

Short Description

Job Responsibilities

1. Channel Partner management/ development: 50%

1.1 Develop a healthy network (right mix of capabilities) of Channel Partners by conducting a performance, finance, and technical capability analysis to achieve region wise growth in collaboration with Branch managers.

1.2 Responsible for upskilling of technical capabilities of Channel partners based on regional business requirement.

1.3 Organising training and promotional activities (Exhibitions, tech days and road shows) for channel partners across India.

1.4 Formulate channel policy and MAP (Mutual agreement plan) agreement in alignment with the organisation objective.

1.5 Manage potential channel conflict with other partners by fostering transparent communication internally and externally while adhering strictly to organisational rules of channel engagement.

1.6 Periodic Evaluation/ Audit of Channel partners basis credit worthiness, technical capability, stock and manage the contracting of them.

1.7 Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

1.8 Proactively leads a joint partner development program/ process with partners that develops mutual performance objectives, financial targets.

1.9 Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel. (E.g.: Mechatronics for robotics partner)

2. Overdue Management: 20%

2.1 Responsible for driving payment collections from Channel Partners while working in tandem with the sales team.

2.2 Responsible for analysis and management of accounts receivables

3. Team Management: 20%

3.1 Responsible for performance of the team by monitoring / reviewing targets assigned to the team.

3.2 Develop the capability and skills of team members to enhance productivity of the team.

3.3 To retain high potential members via team engagement and recognition.

4. Data Management and Analysis: 10%

4.1 Maintain and analyse region/ industry and inventory specific data as per business needs.

4.2 Prepare various MIS reports, presentations, etc. as per requirements.

Job Requirements

B.E ( or equivalent diploma)

MBA in Sales/Marketing - preferred

Minimum of 14+ years of experience of industrial automation in Channel Management profile

With an experience of managing a team of 3 members or more

Experience of minimum 3 years in Decision making role

Good Communication including verbal and written English skills.

Excellent Excel skills with good analytics

Market/Customer/Competitor knowledge of region and industry within the industrial automation domain

60% Travel as per business needs.

Disclaimer

The Job Description has been designed to indicate the general nature and essential duties and responsibilities of work performed by job holders within this classification. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Duties may be subject to periodic review by the HR, immediate supervisor or nominated representative (in consultation with the job holder) to reflect the changing work composition of the business.