Markem-Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, print and apply label systems. Markem-Imaje delivers fully integrated solutions that enable product quality and safety, regulatory and retailer compliance, better product recalls and improved manufacturing processes.
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 Application Consultant 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.
- 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.
What you need to have:
- Degree in Engineering (Electrical/ Electronic / Mechanical) with 8 years of relevant experience in Channel Management within a technology-based industry
- Experience of working in global matrix organization in MNC/international group handling big strategic accounts preferably in FMCG or large industrial space
- Results 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
- Experience of software solution sales is a plus
- Have a MBA will be an added advantage
You’ll only be the right candidate if you are aligned to our values and culture:
- Collaborative entrepreneurial spirit
- Winning through customers
- High ethical standards, openness and trust
- Expectations for results
- Respect and value people
If you believe you match our values and have the experience we’re looking for, then apply! We can’t wait to hear from you
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.
Work Arrangement : Onsite
Salary Range : -
We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.
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.
Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact keenehr@markem-imaje.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.
Job Function : Sales
