MISSION
(Why the position exists)
- Saturate the business done with Panel Builder channels
- Be accountable for the Channel’s growth and profitability.
- Be accountable for Segment Marketing [Industry End-Market: 60%; Building (Hotels & Healthcare): 40%]
(What is the expected contributions of the position to the results of the organization)
- Adapt and executes the Channel growth actions plan
- Saturate his / her channels
- Ensure the channel’s profitability
- Manage the customers ‘portfolio (Customer Retentions and Customer Acquisitions)
- Follow and review the Sales Execution
- Execute the Channel management transformation into Digital Channel management
RESPONSIBILITY
Define the RTM strategy for assigned channels
- Work with Business Development to develop/challenge the RTM strategy.
- Contribute to define and adjust the country commercial policy.
- Contribute to define and adjust the country Channel program.
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
- Take in account local channel request, bring information to relevant internal relations (Offer Marketing, Global Supply Chain, Finance, BU)
- Based on targeted market understanding and the strategic guidelines define and deploy the actions plan to boost the business thru the channel.
Saturate assigned channels
- Understand their needs, to propose complementary or new offers
- Leverage the channel and internal organization for scope 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 salespeople, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns (on segments)
Manage the customers’ portfolio (Customer Retentions & 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.
Ensure the channel’s profitability
- Monitor top line revenue, growth and margin for the Channel segment. Full Gross Margin per Customer segment
Follow and review the Sales execution in the Channel
- Propose Sales objectives and build the Customer Action Plan for the channels, 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.
REQUIREMENTS
Education: Engineering Degree preferably major in Electrical Engineering or Automation
Engineering. Marketing Degree is a plus.
Working Experience: At least 5 year experience in sales, operational marketing, channel development,
business development in similar industries
Business Understanding:
MV/LV equipment/products, Operational Marketing, Price Management
CIB segment and actual experiences in market players / influencers is a big advantage
Excellent sales orientation mindset
Others (e.g. language skills, technical skills):
Attention to details, self-starters, proactive, ability to learn, result-oriented, good organization & planning skills, good business sense, performs well under a high pressure and dynamic environment. Excellent spoken & written English, good verbal & written communication, presentation/reporting, analytical skills. Good computer skills
Primary Location: VN-Ho Chi Minh City
