Channel Development Manager

**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 work 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, covers 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.

For that purpose, CDM has in his basket
- Methodologies and technics learned from the Channel Management Training Program
- Various assets like o Partner Bonus Program
- Price Policy and CPQ
- MIPC
- Extra support (Marketing, Pre-sales, access to e-Tools )
- Business Review

**What you will do**:

- 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.
- Leading key sales activities for selected customers & strategic accounts.
- 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 executes 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)
- Partnering with internal stakeholders in proactively defining and driving marketing / business development activities which includes identifying market opportunities and threats, monitoring competition activities and executing commercial activities such as launching new products to the market, annual price review etc.
- Establish permanent link with customers and market segments to allow constant valuable voice of customer feedback.
- 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.

**What you need to have**:

- 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
- 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 big strategic accounts preferably in FMCG or large industrial space.
- Collaborative entrepreneurial spirit
- Winning through customers
- High ethical standards, openness and trust
- Expectations for results
- Respect and value people

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

This position may be located in: APAC : Indonesia : Jakarta : Jakarta

Sub Division : Other Business Funct Singapore

Job Requisition ID : 45913