Channel Partner Manager at Hach

POSITION SUMMARY:

The Channel Partner Manager will be responsible for the effective management of our CP’s in an increasingly competitive and challenging marketplace. They will have to use the tools in the Danaher Business System to grow revenue and ensure accurate reporting of key metrics for success. This is a high-profile role and will report directly to the sales manager.

Role And Responsibilities

• Developing a Channel Partner strategy in accordance with company business strategy.
• Defining, maintaining, refreshing, and explaining Channel Partner related processes, SOPs etc.
• Recruiting and filtering new Channel Partners; Terminating existing Channel Partners
• Handle Channel Partners’ routine management (distribution agreement, compliance, credit control etc.) in cooperation with other functions.
• Consolidating Channel Partners’ periodical reporting
• Handling the Channel Partners’ performance management: ensuring delivery of annual targets, scorecard, sell-through, RACI, forecasting etc.
• Handling Channel Partners’ channel conflicts management: project registration, arbitration etc.
• Overseeing Channel Partners’ training and development plan and implementation
• Together with marketing, supporting Channel Partners’ marketing activities, and sales tools.
• Together with Service, building CPs’ service capability.
• Participates in sales activities including customer site visits, telephone contacts, trade seminars and shows, product demonstrations and customer seminars with the CP
• Use CRM (SalesForce) system for customer contacts, activities, funnel management, forecasting, and project management
• Collects and reports information on all competitive activity within the assigned territory.

BACKGROUND & SKILL REQUIREMENTS:

The ideal candidate will have the following qualifications, experience, and background to perform effectively in the role:

• 5 years channel management experience in multi-national B2B business
• 5 years’ experience as in industrial sales.
• Ability to handle pressure
• Have commercial acumen
• Integrity is mandatory
• Knowing the market and water products is a plus

PROFESSIONAL EXPERIENCE & MINIMUM REQUIREMENTS:

• 5 years sales management experience is mandatory
• Must have his/her own reliable vehicle
• Proven track record of integrity and compliance in all business dealings
• Demonstrated track record of delivering results beyond expectations
• Demonstrated ability to navigate difficult business environments
• Use of reporting tools such as Excel, Access, PowerPoint, ERP system (Oracle Advantageous), CRM (Sales Force)
• Strong track record of driving continuous improvement

EDUCATION:

• BA or BSc degree in Analytical Chemistry, Biology, Environment Sciences, or equivalent experience. Bachelor/Master in Business Management/Engineering/Chemistry with relevant experience in the water sector is a plus

LANGUAGE CAPABILITY: English

TRAVEL: 85% travel nationally