Position : Channel Marketing Manager

Report to : Business Director ; dotted line report to : Regional Marketing Manager

Mission:

• Saturate the business done with channel.
• Be accountable for the Channel’s growth and profitability.
• Adapt and executes the Channel growth actions plan
• Saturate his / her channel
• Ensure the channel’s profitability
• Manage the customers ‘portfolio (Customer Retentions and Customer Acquisitions)
• Follow and review the Sales execution

Requirements:

• At least 5 year experience in operational marketing, channel development, business development
• Strong offer knowledge and management; business acumen
• Excellent English communicator.
• Able to work independently, responsibly and reliably with minimal supervision.
• Strong analytical ability, organizational skills and project management skills.
• Willing to travel

Accountabilities:

• Define the RTM strategy for his/her channel
• Adapt and execute the Channel growth plan
• Saturate his/her channel
• Manage the customers’ portfolio (Customer Retentions & Customer Acquisitions)
• Ensure the channel’s profitability
• Follow and review the Sales execution in the Channel
• Work with Country Strategy Marketing to develop/challenge the RTM strategy.
• Contribute to define and adjust the country commercial policy. 
• Contribute to define and adjust the country Channel program.

Adapt and execute the Channel growth plan

• Create the local Channel growth action Plan (Business Plan) and deploy it.
• Understand main markets targeted by the channel (Example Retail Pipe => Residential)
• Take in account local channel request, bring information to relevant internal relations (Offer Marketing, GSC, Finance, Price Management, BU)
• Identifies the customer segment specificity, lead the definition of the commercial policy for the Channel and drive its implementation.
• Based on targeted market understanding and the strategic guidelines define and deploy the actions plan to boost the business thru the channel.

Saturate his/her channel

• Understand their needs, to propose complementary or new offers.
• Leverage the channel and internal organization for cross selling maximization.
• Approach channel by opinion leader, to convince other channel to follow them.
• Use Pull and push product approach.
• Leverage internal (external) resources to deliver compelling integrated marketing programs that include online and thru sales people, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns

Manage the customers’ portfolio (Customer Retentions & Customer Acquisitions)

• Use Customer Platforming to classify his /her customer portfolio in Qualify, Grow or Saturate category.
• Develop up sell and retention strategies for channel partners and consumers to improve loyalty, drive retention and profit growth.
• Customer Acquisitions: Qualify new prospects.
• Manage Customer acquisitions and retentions through MarCom Activities (Events, Direct Marketing, Web).
• Define channel relationship: direct or through partner.
• Manage the Customer portfolio in order to size and allocate sales resources.    

Ensure the channel’s profitability

• Is responsible of the pricing positioning and consolidated margin (CCO) optimization for the whole offer sold in the channel.
• Manage the discount, rebates and Special Price Agreement on the channel concerned.
• Validate sales quotations for accuracy and profitability.
• Monitor, analyze, and report on monthly Price Realization (erosion) versus budget commitment on specific SPAs, quotes on channel.
• Monitor top line revenue, growth and margin for the Channel segment.   

Follow and review the Sales execution in the Channel

• Propose Sales objectives and build the Customer Action Plan for the segment, in order to support the field sales force at country level.
• Leverage internal resources to delivers preferred sales organization and skills, sales tool kits and training.
• Drive at country level the sales force in the dedicated field of customer in order to secure the implementation of agreed commercial policy, logistic offer, sales competency development.

For more information, please contact Ms Susan:

      Tel: 0839154343 ext 115 - Mobile 0906316839

      Email: susan.ho@firstrecruitment-asia.com