Channel Marketing Manager

I. AREAS OF RESPONSIBILITY
1. Define the RTM strategy for assigned channels
- Work with Country Strategy Marketing to develop/challenge the RTM strategy.
- Contribute to define and adjust the country commercial policy.
- Contribute to define and adjust the country Channel program.
2. Adapt and execute the Channel growth plan
- Create the local Channel growth action Plan (Business Plan) and deploy it.
- Understand main markets targeted by the channel (Generalist Distributors, Point of Sales, end-users)
- Take in account local channel request, bring information to relevant internal relations (Offer Marketing, Global Supply Chain, Finance, Price Management, BU)
- Based on targeted market understanding and the strategic guidelines define and deploy the actions plan to boost the business thru the channel.
3. Saturate assigned channels
- Understand their needs, to propose complementary or new offers
- Leverage the channel and internal organization for cross selling maximization.
- Approach channel by opinion leader, to convince other channel to follow them.
- Use Pull and push product approach.
- Leverage internal (external) resources to deliver compelling integrated marketing programs that include online and thru sales people, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns (on segments)
4. Manage the customers’ portfolio (Customer Retentions & Customer Acquisitions)
- Use Customer Platforming to classify his /her customer portfolio in Qualify, Grow or Saturate category.
- Develop up sell and retention strategies for channel partners and consumers to improve loyalty, drive retention and profit growth.
- Customer Acquisitions: Qualify new prospects.
- Manage Customer acquisitions and retentions through MarCom Activities (Events, Direct Marketing, Web).
- Define channel relationship: direct or through partner.
- Manage the Customer portfolio in order to size and allocate sales resources.
5. Ensure the channel’s profitability
- Monitor top line revenue, growth and margin for the Channel segment.
6. Follow and review the Sales execution in the Channel
- Propose Sales objectives and build the Customer Action Plan for the segment, in order to support the field sales force at country level.
- Leverage internal resources to delivers preferred sales organization and skills, sales tool kits and training.
- Drive at country level the sales force in the dedicated field of customer in order to secure the implementation of agreed commercial policy, logistic offer, sales competency development.

II. REQUIREMENTS
1. Education: Bachelor Degree preferably major in Trading or Marketing. Engineering Degree is a plus
2. Working experience: At least 5-year experience in operational marketing, channel development, business development in similar industries in which at least 3 years in management position
3. Business understanding:
- Residential offer products, Operational Marketing, Price Management
- Understanding of company’s products and competitors is an advantage
- Excellent sales orientation mindset
- Commercial building market understanding and experiences
4. Other skills:
- Strong offer knowledge and management; business acumen
- Able to work independently, responsibly and reliably with minimal supervision.
- Strong analytical ability, organizational skills and project management skills.
- Excellent English communicator.
- Willing to travel

- Insurance for spouse and children

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