Job Title: Channel Manager
Location: Southeast Asia Countries
Reports To: KSEA NBS Sales & Product Offering Development Manager
Role Purpose
Channel Manager is responsible to drive Business Growth (SoM, OR, Sales, Profitability) by increasing KONE market coverage thru Channel Partner & Distributor. Channel Partner is an external company appointed by KONE as distributor for specific segments (e.g. low-end villa / affordable housing) in SEA countries where KONE has direct presence. While Distributor is an external company appointed by KONE to market KONE-branded products and provide installation & maintenance service in the SEA countries where KONE has no direct presence.
Key Responsibilities:
Channel Partner & Distributor Network Expansion & Development
- Identify, onboard, and nurture Channel Partner / Distributor in assigned territories.
- Develop plans with Channel Partner / Distributor to grow SoM and improve competitiveness.
- Conduct regular business reviews to assess performance and align on growth objectives.
- Expand Channel Partner / Distributor networks with the right profile to improve market coverage
2. Sales Enablement & Support
- Ensure the right business process is in place to support Tender-Order-Delivery stages
- Collaborate with KSEA Frontline / Countries, GiantKONE, and APM to develop competence & offering
- Provide product knowledge, pricing strategies, and technical / commercial support to distributors.
- Ensure Channel Partner / Distributor have updated sales / marketing kits & support resources
- Assist Channel Partner / Distributor in tender preparation and project negotiations when required
- Coordinate with Sales Specialist / CSE / DelOps to manage tender, negotiation, and order booking
3. Performance Monitoring & Compliance
- Track Channel Partner / Distributor sales performance against agreed targets and KPIs.
- Monitor adherence to company policies, pricing guidelines, and brand standards.
- Implement corrective actions and improvement plans for underperforming Channel Partner / Distributor
4. Training & Capability Building
- Organize training sessions on product offerings, installation standards, and safety compliance.
- Support Channel Partner / Distributor in developing skilled sales and technical teams.
5. Market Intelligence & Reporting
- Gather market insights, competitor activities, and customer feedback through distributors.
- Map selected competitors’ go-to-market network, SWOT, target segments, approach, and SoM
- Provide regular reports and recommendations to management for strategic decisions.
- Drives usage of CRM / PRM for pipeline management
Qualifications & Skills
- Bachelor’s degree in Business, Engineering, or related fields
- Excellent stakeholder management and communication skills
- Proven experience of B2B Value-Selling sales or project-based business
- Hands-on proficiency in managing distributor business
Key Competencies
- Sales coaching & Enablement
- Analytical / problem-solving / decision-making skills
#LI-RJ
At KONE, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is recognized. In being a great place to work, we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life.
Read more on https://careers.kone.com/en/
Skills Required
- Bachelor's degree in Business, Engineering, or related fields
- Proven experience of B2B Value-Selling sales or project-based business
- Hands-on proficiency in managing distributor business
- Excellent stakeholder management and communication skills
Kone Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Kone and has not been reviewed or approved by Kone.
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Fair & Transparent Compensation — Pay is considered competitive across many roles and markets, with field positions sometimes benefiting from overtime and strong union scales. Feedback suggests base compensation is often a relative positive even when other factors vary.
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Retirement Support — Retirement programs, including 401(k) and in some regions pension or annuity structures, are consistently highlighted as strong. Feedback suggests these elements meaningfully enhance the overall package.
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Healthcare Strength — Core health coverage is viewed as comprehensive, commonly including medical, dental, and vision options. Feedback suggests a global well‑being framework and EAP resources further reinforce health-related support.
Kone Insights
What We Do
At KONE, our mission is to improve the flow of urban life. This means understanding urbanization and, together with our partners and customers, helping cities to become better and more sustainable places to live. As a global leader in the elevator and escalator industry, KONE provides elevators, escalators and automatic building doors, as well as solutions for maintenance and modernization to add value to buildings throughout their life cycle. Through more effective People Flow®, we make people's journeys safe, convenient and reliable, in taller, smarter buildings. Headquartered in Helsinki, Finland, we operate in more than 60 countries around the world, employ over 60,000 people and serve 550,000 customers. In 2022, KONE had annual sales of EUR 10.9 billion. KONE class B shares are listed on the Nasdaq Helsinki Ltd. in Finland.
