Regional Channel Manager

Job title: Regional Channel Manager, CLS, EU

Location: Remote (French speaking is a must)

Purpose of the Position:

The Regional Channel Manager will be responsible for developing and leveraging distributor partner relationships, negotiating contracts and coordinating with segment managers to achieve quarterly and yearly corporate objectives. The Channel manager executes the strategy with key strategic drivers and tactics that are measurable and mutually accountable. Connecting with key business executives and stakeholders, the Channel Manager will ensure professional handling of commercial matters as well as the timely and successful delivery of solutions from the cross-functional stakeholders of CLS.

Key Responsibilities:

• Manage the relationship with European Multinational (MNC) partners to gain a detailed understanding of each MNC partners' business needs and ensure this is clearly communicated to CLS leadership team
• Partner and collaborate with the global MNC leader assigned to implement the strategic tactical plans and align the communication to get the best engagement from these MNC organizations.
• Initiate and facilitate Private Label business to support segment/division strategies.
• Develop and drive the channel plan aligned with the segment strategy to accelerate growth (e.g. Vital Few Distributors differentiation program) by engaging all the cross-functional resources supporting these programs with Marcom, Supply Chain, Customer Experience
• Align and influence the Marcom plans through the EU set of preferred and selected distributors per their annual execution plan.
• Develop Own and Implement Vital Few distributors scorecard for a more differentiated performance in a collaborative and a mutually valued partnership.
• Conduct quarterly business reviews with MNC.
• Act as a liaison with the segment leaders reinforcing the support executing on the Commercial Board annual plans.
• Share business intelligence on competitive products, technologies and distribution trends.
• Communicate the progress of segment initiatives to internal and external stakeholders.
• Be the key point of contact for our key dealers implementing the agreed initiatives driving the cross functional resources needed to differentiate CLS positioning on the market.
• Champion digitalization of the relationships with our key partners.
• Connect regularly with global counterparts for MNC activities.
• Ensure compliance of distributors to agreed contractual terms and conditions.
• Evaluate needs and qualifies potential channel partners that align with Corning’s Values and can serve as an extension of Corning in the marketplace.
• 职位康宁to be perceived by MNC and key distribution partners as a problem solver, trusted advisor and strategic partner.
• Assesses the overall cost of sales of each channel to ensure that resources are optimally allocated to align with the opportunities that are available.
• Provides short-term and long-term sales forecasting at the Channel and division level.
• Owns distributors wholesale pricing, tier structure.
• Create and set the right impactful set of metrics and tracking mechanisms driving to the success of the Channel strategy execution.

Education & Experience

• BSc Degree Sales, Marketing, Communication, Finance, Business
• 5+ year experience in a commercial/sales function required
• People management experience preferred
• Work experience in the Life Science Industry
• 5+ year experience working in a business environment in which products are sold through Distribution and in a Direct channel model.
• Ability to develop and implement a successful segment strategy for the channel, aligned with division 5-year plan.
• Tracking record in developing business through third party partners
• Strong influencing and communication skillset.
• Strong business acumen that supports relationship management with Distribution channels (including financial insight) including a solid business analytical skillset.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, internally and externally.
• Demonstrate ability to use common software (e.g. Word, Excel, PowerPoint, SalesForce, PowerBI, etc.).
• Team player with high integrity and strong leadership skills.
• Demonstrated ability to negotiate internally and externally at senior level.
• Fluency in English and French is a must, other language skills will be considered a very strong asset.
• Ability to travel domestically and internationally up to 40%.

Desired Skills

• Experience working in a matrixed organization
• Experience in contract negotiations
• Experience in developing marketing plans and promotions
• Experience in developing sales training for channel sales teams
• Experience in launching new products
• Understanding of supply chain optimization and logistics and order management
• Understanding IT challenges in the future Digital environment

Behaviour

• Flexible mindset
• 建立关系
• Gains cooperation from others to obtain information and accomplish goals.
• A creative problem solver that looks for win-win solutions
• Cross-Functional Agility
• Can be trusted with sensitive information
• 正确地理解上下文和represe能力nt, comprehend, and understand another’s point of view
• Patient and resilient, yet willing to challenge and stimulate difficult discussions necessary to move the business forward