About the Company
Markem-Imaje is a trusted global manufacturer of product identification and traceability solutions. Our connected solutions help manufacturers to reduce waste, increase efficiency, achieve compliance and protect their brand. We offer the most complete range of market-leading marking and coding systems along with software, services and consumable solutions so you can streamline all your printing needs from one supplier.
About the Role
The Channel Development Manager (CDM) is responsible for leading the partner and business development strategies to achieve market leadership and sustainable business growth for the assigned market. This role not only works closely with external and internal stakeholders in driving the marketing and business development activities effectively to achieve the sales targets and involves going beyond boosting sales performance, covering all aspects of the relationship with private companies, led by entrepreneurs. Strong leadership, negotiation skills will be the key drivers in influencing Partner behavior and activities for a joint performance success for both parties creating a win-win mindset.
Responsibilities
- Key focus point between MI and the Channel Partners in all business activities and discussions in the country and work closely with Partners to increase MI market share.
- Understand, track, report and DRIVE the business with local or international strategic partners to maximize M-I share of the Total Addressable Market (TAM), by capitalising on Market Knowledge.
- Must know and understand their assigned partner's business performance, sell-out plan and organization.
- Develop partners on MI technology. Working with country Channel Technology Manager to provide trainings to partners, propose potential partners to increase MI market reach.
- Lead and execute in accordance with clear and well-defined partner investment plans that orchestrate the execution followed by regular (Monthly & Quarterly) partner performance reviews, and track through AOP (Annual Operating Plan).
- Prepare and present the weekly Sales Performance Management (SPM).
- Establish permanent link with customers and market segments to allow constant valuable voice of customer feedback.
- Ability to use various sales tools, including SalesForce.com, in mapping sales efficiency as well as sales activities and target tracking to increase visibility for sales prospects and revenue progression.
- Enhance field trials with the Technical Service team to enable delivering on-time Proof of Principle results and hence, seeks to reduce the sales cycles for each printer sales.
- Network in the Industry Events and Trade Shows in order to assess potential customers and new channel partners as well as the market competition and technology evolution.
- Constantly qualifying and propose potential partners to increase MI market reach.
Qualifications
- Have degree in engineering in electrical/ electronic / mechanical qualification and MBA will be an added advantage.
- Minimum 8 years of relevant experience in Channel Management within a technology-based company with complex B2B interactions with proven track records of success.
- Experience of working in global matrix organization in MNC/ international group handling Channels-Distributors accounts preferably in FMCG or large industrial space.
Required Skills
- Self-driven & Independent
- Negotiation (Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.)
- Strong collaboration skills and building Influential Partnership
- Results Driven
All qualified applicants will receive consideration for employment without discrimination on the basis of race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, age and genetic information.
