Channel Development Manager

Job Summary

Responsible for winning, on-boarding, maintaining, and expanding relations with channel partners within an assigned territory by designing and implementing strategies for selling products via different marketing ‘channels’, such as distributors, retailers or e-commerce platforms. This role is important for ensuring that an organization’s products reach the target market effectively.

Job Responsibilities

Identifying Channel Needs

The foundational step is determining the target market and the most effective channels to reach them. This involves analyzing customer preferences, buying behaviors, and market trends. Businesses can tailor their distribution strategies to maximize reach by understanding the distinctive needs of different customer segments.

Selecting Channel Partners

Choosing the right partners is imperative for successful partner relationship management. Partners should be selected based on their capability, market reach, and alignment with the company’s goals and values. Evaluating potential partners’ strengths, weaknesses, and market reputation ensures that the chosen partners can effectively represent and sell the company’s products or services.

Develop sales strategy

Analyse market trends, identify growth opportunities, and create plans and campaign to maximize product or service sales through the channels.

Training and Enabling Partners

Providing necessary training and resources to channel partners is quintessential for their success. This includes marketing support, technical training, and access to product information. Well-trained partners are better equipped to sell products effectively and provide superior customer service, which enhances overall channel performance.

Manage partner relationships

Build and maintain relationships with distribution partners, resellers, or third-party vendors. Work collaboratively to establish a strong network of partners, fostering communication, providing support and addressing any issues or concerns.

Incentive Programs

Developing effective incentive programs is key to motivating partners and driving performance. Incentives can include financial rewards, performance bonuses, and recognition programs. These incentives encourage partners to achieve sales targets and align their efforts with the company’s business goals.

Communication

Clear and consistent communication with partners maintains strong relationships and ensures alignment. Regular updates, feedback loops, and open communication channels help address any issues promptly and keep partners informed about new products, promotions, and changes in strategy.

Monitoring Performance

Assessing each channel and partner’s performance regularly using sales key performance indicators (KPIs) helps identify areas for improvement and success. Metrics such as sales growth, market share, and customer satisfaction provide valuable insights into the channels’ performance.

Adjusting Strategies

To stay competitive, continuously refining strategies based on performance data and market feedback is a necessity. Implementing changes swiftly to adapt to market conditions and partner feedback ensures that the distribution strategy remains effective and aligned with business objectives.

Expand market reach

Work on expanding the company’s market reach through the identification and on-boarding of new partners. The tasks include assessing market potential, identifying gaps in coverage, and strategically recruiting partners to enter new geographic areas or target specific customer segments.

• To comply with Company’s ISO 9001 requirements; Environmental, Safety & Health policy and Halal policy.
• To perform any other related tasks as may be deemed suitable by superior or Management.

Job Requirements

• Bachelor’s degree in chemistry or chemical engineering.
• 5+ years of experience in channel sales or business development.
• Proven track record of achieving sales targets through indirect channels.
• Strong understanding of channel sales strategies and partner management.
• Excellent communication and negotiation skills.
• Ability to build and maintain strong relationships with partners.
• Strong analytical and problem-solving skills.
• Ability to work independently and as part of a team.
• Strong leadership and project management skills.
• Ability to travel as needed.
• Experience in developing and executing marketing programs.
• Knowledge of the industry and market trends.
• Ability to manage multiple projects and priorities simultaneously.
• Strong attention to detail and organizational skills.
• Ability to work in a fast-paced, dynamic environment.
• Excellent presentation and public speaking skills.
• Ability to provide training and support to partners.
• Strong financial acumen and budget management skills.
• A strong commitment to completing tasks on time.
• The ability to influence and persuade our sales partners to sell our products.
• Strong marketing acumen.
• Strong organization skills including planning and prioritization.
• Customer service focused—Can turn a negative experience into a positive outcome through the use of empathy, the creation of an action plan to solve the customer problem and follow through to ensure commitments are met.
• Negotiation skills—can create a positive solution for all parties
• Problem-solving—works to understand the problem thoroughly first.
• Adaptability.