This position leads the sales channel development activities globally in alignment with our business strategies and the regional go-to-market strategies.Recognized as a global functional business leader for developing sales channels. The goal is to more than double our channel network coverage & penetration over the next 5 years
As a key element of our growth strategy, developing channel networks and increasing our sales coverage and penetration is essential for us to meet our strategic targets. Channel relationships are developed regionally and as such the Channel Development Manager should be well versed in regional markets and work in close cooperation with the sales regions. Ensure optimization of channel performance measured through realized margins and market share globally.
・Ensure corrective action in case of deviation from planned growth path
・Understand the distribution landscape in key markets.
・Ensure the regions/ countries identify all prospect and current channel partners, identify their purchasing potential and segment the universe by size and potential.
・Drive also identification of the key decision making contacts (individuals) and ensure CRM data integrity.
Sales & Customer Interface
・Use voice of customer to determine and validate requirements for channel partner development.
・Understand the ‘customer journey’ of our channel partners’ end customers and constantly push for improvements in the ‘ease of doing business’ with us from a channel partner perspective
・Prepare and maintain powerful ‘pitch decks’ for each type of channel partner to support the addition of new partners. Work closely with the sales managers in the regions to ensure a consistent marketing message is communicated
・Work closely with the Trade Marketing team to ensure industry leading, branded partner / loyalty and incentive programs for distributors, contractors, retailers etc. are in place in all major regions
Legal & Compliance
・Act as an interface to legal department to ensure global distribution contract templates are simple towards the channel partners but cover key risks to us
・Bachelor’s degree (MBA preferred)
・Above 10 years of strategy consulting and /or sales & marketing management experience focused on sales channel expansion.
・HVAC, building / technical products industry experience is an advantage
・Must have demonstrable business management skills in a Strategy Consulting, Sales & Marketing environment.
・Track record of personally developing, negotiating, appointing and managing sales channels internationally strongly preferred
・Good communication and presentation skills
・Fluency in English is a requirement, and fluency in Mandarin and/or Japanese a strong preference.
- Full time
- 17 million yen ～ 22 million yen
Full 2 holiday week system (Sat/Sun) national holidays
New year’s holiday