Head - Channel Manager (F/M/D)
Freudenberg · Bengaluru
Working at Freudenberg: We will wow your world!
Responsibilities:
Reporting in to the CEO, you will be responsible for:
Developing and establishing Distributor Value Proposition - Indirect Channel Excellence
Gaining Channel partner’s mind share
Establishing a 2-way communication tool / platform with Channel Partners (CP)- Create Channel Tools-Communication Tool with Channel Partners - Distributor portal; Product information, Marketing support & Value Case Studies (VCS) sharing for increased business growth by replication and multiplication of VCS.
Developing training programs to improve Value Selling through Channel Partners and Channel Policy Amendments.
Developing Channel Policy to bring in structure, transparency and guidelines for appointing a new channel partner (Segment, Hygiene factors) and consolidation of an existing channel.
Growth Initiatives in Channel Network-Business planning with the CPs with a clear discussion on market share gain in their pockets, project conversion and fund availability to grow the business.
Price formation within the framework set by the price policy,
Ensuring Price increase initiatives are addressed to CPs efficiently and the need to educate CPs and their End customers in proper coordination with Klueber Team of all concerned Departments.
Developing a foolproof ethical policy in line with guiding principles of the Organisation so that the Business growth and Brand is well protected, failing which stringent actions will be initiated against the CPs in consultation with the Top Management
Fund flow management and its importance is effectively communicated to the CPs and its impact on business operations of the Company and the CPs
Identifying the gaps and motivate CPs to appoint Quality Manpower to increase productivity of Klueber business and their ROI, assess current manpower of Channel Partner, ensure appointments in required locations through Partners, DSR appointment proportionate to CP ROI and increased volumes
Preparing guidleines and monitorand implement strictly territorial integrity and discipline to avoid conflicts and ensure harmonius working relationship amongst CP’s and enhancing btrand image in the market.
Developing a format for Business Potential mapping of existing locations and new locations and accordingly modify business operations of existing CP and if necessary appoint New Channel Partners
Ensuring Klueber channel strategy. Recruiting new channel and terminate non performing channel to ensure Klueber system processes are established and deliver profitable business.
Strengthening Productivity of CP and DSRs
Organise CP DSR; Technical Training and Value Selling Training on a regular basis with support and coordination of Klueber Sales Team
Coordination of customer processes with internal departments on the basis of existing processes
Coordination of customer projects with business administrational focus, often across countries and regions
Proactive order acquisition and marketing of products according to the principles of value selling
Collaboration in the development of market launch strategies and new application possibilities
Contributing in sales planning and quantity forecast for scheduling
General sales promotion measures
Ongoing market observation with regard to competitor products & competitive performance also at trade fairs and Exhibitions
Qualifications:
BE graduate in Mechanical/Chemical Engineering with 12-15 years in sales & channel management from chemical industry background.
The Freudenberg Group is an equal opportunity employer that is committed to diversity and inclusion. Employment opportunities are available to all applicants and associates without regard to race, color, religion, creed, gender (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender identity or expression, national origin, ancestry, age, mental or physical disability, genetic information, marital status, familial status, sexual orientation, protected military or veteran status, or any other characteristic protected by applicable law.
Klüber Lubrication India Pvt. Ltd.