1.1 Develop a healthy network (right mix of capabilities) of Channel Partners by conducting a performance, finance, and technical capability analysis to achieve region wise growth in collaboration with Branch managers.
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1.2 Responsible for upskilling of technical capabilities of Channel partners based on regional business requirement.
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1.3 Organising training and promotional activities (Exhibitions, tech days and road shows) for channel partners across India.
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1.4 Formulate channel policy and MAP (Mutual agreement plan) agreement in alignment with the organisation objective.
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1.5 Manage potential channel conflict with other partners by fostering transparent communication internally and externally while adhering strictly to organisational rules of channel engagement.
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1.6 Periodic Evaluation/ Audit of Channel partners basis credit worthiness, technical capability, stock and manage the contracting of them.
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1.7 Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
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1.8 Proactively leads a joint partner development program/ process with partners that develops mutual performance objectives, financial targets.
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1.9 Leads solution development efforts that best address end-user needs,
while coordinating the involvement of all necessary company and partner personnel. (E.g.: Mechatronics for robotics partner)
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2. Overdue Management: 20%
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2.1 Responsible for driving payment collections from Channel Partners while working in tandem with the sales team.
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2.2 Responsible for analysis and management of accounts receivables
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3. Team Management: 20%
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3.1 Responsible for performance of the team by monitoring / reviewing targets assigned to the team.
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3.2 Develop the capability and skills of team members to enhance productivity of the team.
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3.3 To retain high potential members via team engagement and recognition.
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4. Data Management and Analysis: 10%
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4.1 Maintain and analyse region/ industry and inventory specific data as per business needs.
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4.2 Prepare various MIS reports, presentations, etc. as per requirements.
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Job Location:
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Mumbai/Pune/Bangalore/Chennai/Gurgaon
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Job Requirements & Skills:
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B.E or equivalent diploma
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14+ years of experience of industrial automation in Channel Management
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With an experience of managing a team of 3 members or more
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Experience of minimum 3 years in Decision making role
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Excellent Excel skills with valuable analytics
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Market/Customer/Competitor knowledge of region and industry within the industrial automation domain