Channel Management Manager

Key Responsibilities:

• Channel Strategy & Coverage:
• Define optimal channel coverage and build a strong channel pipeline.
• Evaluate, appoint, and realign distributors based on performance and market needs.
• Establish clear parameters and criteria for new distributor appointments.
• Channel Development & Enablement:
• Drive and evolve the Distributor Value Program (DVP) aligned with global standards (e.g., Europe-based criteria).
• Implement channel programs to enhance partner capability and engagement.
• Maintain a healthy network through performance and capability analysis.
• Organize training sessions for skill development of channel partners.
• Pricing & Discount Structure:
• Develop product pricing models based on value proposition and competitive benchmarks for the market.
• Design and evaluate discount structures for channel partners to ensure profitability and compliance.
• Data Analysis & Business Intelligence:
• Analyze Sell-In, Sell-Out, and inventory data to create actionable plans based on insights.
• Utilize BI tools and dashboards for performance tracking, forecasting, and decision-making.
• Go-To-Market (GTM) Strategy:
• Deploy GTM strategies across regions.
• Identify target customers and guide sales teams and distributors for deep market penetration.
• Customer & Market Insights:
• Collect and summarize Voice of Customer (VOC) feedback.
• Collaborate with sales and distributor teams to address gaps and improve customer experience.
• Channel Management Excellence:
• Develop and maintain a comprehensive Channel Management Playbook.
• Ensure governance and continuous improvement in channel operations.