Channel Manager

Roles and responsibilities

• Channel Strategy Development:

  • Develop and implement channel strategies that align with the company's overall sales and marketing objectives.
  • Analyze market trends, competitor activities, and customer preferences to identify potential channels for growth.

• Channel Partner Relationships:

  • Build and maintain strong relationships with existing channel partners (e.g., distributors, resellers, agents, and retailers).
  • Act as the primary point of contact for channel partners, addressing their needs, concerns, and providing necessary support.
  • Identify and onboard new channel partners to expand the distribution network.

• Channel Sales Enablement:

  • Provide partners with the tools, training, and resources they need to successfully sell the company's products.
  • Develop sales collateral, product training programs, and marketing materials to support channel partners' sales efforts.
  • Work closely with the sales and marketing teams to ensure the channel partners have access to the latest promotional materials and product information.

• Channel Performance Monitoring:

  • Track and analyze the performance of each distribution channel in terms of sales, market penetration, and partner engagement.
  • Establish key performance indicators (KPIs) to measure success, such as sales volume, growth rates, and partner compliance.
  • Regularly review and optimize channel strategies to improve channel performance and meet sales targets.

• Sales Forecasting and Planning:

  • Collaborate with sales teams to forecast sales from channel partners and ensure that distribution goals are met.
  • Work with finance and supply chain teams to ensure products are available and delivered to channel partners in a timely manner.

• Conflict Resolution and Issue Management:

  • Handle any conflicts or issues that arise between channel partners and the company, ensuring smooth resolution.
  • Address any concerns related to pricing, delivery, or product quality that may affect partner relationships.

• Market Research and Competitor Analysis:

  • Conduct research on market trends, competitor activities, and emerging distribution models to identify opportunities for growth.
  • Use this research to adjust the channel strategy and stay ahead of industry developments.

• Marketing and Promotions:

  • Collaborate with marketing teams to develop joint marketing campaigns or promotions aimed at driving sales through channel partners.
  • Ensure that channel partners are aligned with the company’s marketing initiatives and are executing these initiatives effectively.

• Contract Negotiation and Pricing:

  • Negotiate terms and conditions with channel partners, including pricing, margins, and promotional support.
  • Ensure that channel partners are adhering to agreed-upon contracts, pricing models, and promotional guidelines.

• Reporting and Communication:

  • Provide regular updates to senior management on the performance of channel partners and overall sales performance.
  • Prepare detailed reports on sales performance, opportunities, and challenges within each distribution channel.

Desired candidate profile

• Responsible for defining and effectively executing the Philips Indirect Channel Strategy to sustainably grow the business.
• Main point of indirect channel partner contact, the creation and execution of a joint business plan and capability development
• Drive and achieve set (yearly) targets.
• Optimize the Go to Market set-up in the assigned territory and drive it accordingly in alignment with Regional Management Strategy.
  

You're the right fit if:

• Minimum 5 years' relevant experience
• Experience in Enterprise Informatics
• Bachelors Degree
• Excellent command of English
• Experience in indirect channel management is a must
  

How We Work Together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.

Onsite roles require full-time presence in the company’s facilities.

Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

if this role is a field role.