Channel Development Manager

Date: 31-Jul-2022

Location: Sydney, AU

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.

Location -New South Wales – Sydney



The Channel Development Manager (CDM) is responsible for leading the partner business and partner development strategies in Australia and New Zealand to achieve market leadership and sustainable business growth for the assigned market. 


This role works 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, as it covers all aspects of the business relationship with our partner organisations who are private companies, led by entrepreneurs.


Strong business leadership and negotiation skills will be the key drivers in influencing Partner behavior and activities that drive strong business performance off the back of a business plan that this role will create and execute together with the partners. 


For that purpose, CDM has in their basket


  • Methodologies and techniques learned from the Channel Management Training Program
  • Various assets like 
    • Partner bonus program
    • CRM system with quotation tools
    • Extra support (Marketing, Pre-sales, access to e-Tools…)
  • Drive monthly, quarterly and yearly Business Reviews playing the role of the coach and collaborator


What you will do:

  • Be the key initerface 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.
  • Stay in the detail of their assigned partner’s business performance, sell-out plan and organization.
  • Develop partners knowledge on MI technology. Working with country Sales and Technical Managers to provide training to partners.
  • 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) forecast
  • 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, in mapping sales efficiency as well as sales activities and target tracking to increase visibility for sales prospects and revenue progression.
  • 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.


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 a background / qualification in electrical / electronic / mechanical fields. An 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, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.



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