Regional Channel Marketing Manager
1 month ago
Responsible for Channel Development for the region (breadth & depth)
- Analyze channel position for the region / zones within region to identify gaps / potential for new channel development (breadth of distribution)
- Provide inputs on market potential vs market gaps & support sales for new appointments
- Ensure & Drive channel partners to participate in defined policy parameters through sales team
- Support/Recommend realignment of channel wherever needed
- Monitor channel performance for potential customers or range expansion opportunities
- Collect market intelligence about customer requirements, expectations, competition and provide feedback for discussions with HO for strategic interventions
- Support Sales to drive Customer binding activities inline with IAM strategy of Demand Generation across trade levels (Retail / Independent workshops / Bosch network workshops…etc)
- Support sales pitches at the customer
- Enable competency improvement programs (trainings, soft for channel resources (FR’s, BP’s,
- Enable and catalyse required workshop/modules related activities
Market Intelligence:
- Build up market intelligence about competitors in the channel
- Analyze competitor offering with regards to range, specification, price, promotion, etc
- Obtain intelligence about 1st and 2nd trade level activities of competition
- Collect intelligence about customer binding concepts and promotions
- Summarize and aggregate different dimensions of intelligence to inform/brief management
Collaborative actions:
Plan & support market events across trade levels including Distributor meets / Retailer meets / Workshop meets / BS network meets …etc Establish seamless collaboration within region and head office functions ( Sales ,Service, Workhops, Controlling ,Logistics) etc for reaching business targets Support execution of market / channel branding initiatives undertaken for the region Communicate new developments, process as well as change management initiatives with cross functional stakeholders
Qualifications
Bachelor of Engineering with specialization in Mechanical / Automotive / similar engineering streams
Masters of Business Administration with specialization in Marketing (preferable)
Overall experience of ~10 years across Sales & Marketing in automotive / fmcg / consumer goods sectors
Minimum 6 to 8 years as a territory sales manager with experience in channel development and engagement
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