Channel Development Manager

Date: 14-May-2022

Location: Seoul, KR

Company: Dover Corporation

Markem-Imaje is a trusted world manufacturer of product identification and traceability solutions, offering a full range of reliable and innovative inkjet, thermal transfer, laser, print and label application 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. 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.
  • Work with country Channel Technical Manager to provide trainings to partners, propose potential partners to increase MI market reach.
  • Lead and execute 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:


  • 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 big strategic 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.


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.

This position may be located in : APAC : Korea, Republic of : Seoul : Seoul 

Sub Division: Direct Distribution Korea 

Job Requisition ID: 39744

Job Segment: Developer, Electrical, Engineer, Manager, Business Development, Technology, Engineering, Management, Sales