Channel Sales Manager

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.

 Markem-Imaje is a trusted global manufacturer of product identification and traceability solutions. Our connected solutions help manufacturers to reduce waste, increase efficiency, achieve compliance and protect their brand.

We offer the most complete range of market-leading marking and coding systems along with software, services and consumable solutions so you can streamline all your printing needs from one supplier.

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

1. Methodologies and technics learned from the Channel Management Training Program
   1. Various assets like our Partner Bonus Program Price Policy and CPQ
   2. MIPC
   3. Extra support (Marketing, Pre-sales, access to e-Tools…)
   4.  
   5. 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.
• 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)
• 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:

• 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 Channels-Distributors accounts preferably in FMCG or large industrial space.

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.

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 Drajesh@dovercorp.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.