Channel Manager

Key Responsibilities

• Provide leadership, go to market strategy, and operational excellence aligned with Regal Rexnord’s channel and partner sales strategy in China.
• Develop and recommend strategic sales analysis of the competitive landscape and addressable markets, including the identification and development of new and unidentified channel opportunities.
• Identify, develop, manage, and maintain relationships with strategic distributor partners.
• Forecast annual, quarterly, and monthly sales revenue streams accurately. Provide feedback on program incentive structure models to drive maximum effectiveness and continuous program improvement.
• Track, measure, and report out effectiveness against sales & growth targets. Establish process and structure quarterly for channel business reviews with strategic partners to ensure partner growth and performance targets are met.
• Develop and implement comprehensive communication plan that ensures alignment at the field sales level with business objectives for share and revenue growth at the Distributor.
• Drive continuous improvement opportunities that result in increased ease of doing business, improved Customer Satisfaction and reduced internal operation costs.
• Drive improved share and revenue growth with Distributors through establishing strong collaborative relationships among cross-functional teams including - Sales, Commercial Excellence, Customer Care, Marketing and Product Management.
• Regularly assess the sales team's performance in order to develop countermeasures as appropriate so growth targets are met.
• Collect and analyze market competitive intelligence, understand competitor products, pricing, and market activities, and provide reference for company decision-making.
• Channel strategy rationalization and standardization.
• Design implementation rebate.
• Contract negotiations:
  • Lead negotiations and finalize agreements with Regal Rexnord channel partners, ensuring mutual beneficial terms.
• Rebates/incentives Managements:
  • Design, implement, and manage an incentives structure to drive partner performance and reward strategic behaviors.
• Analyze rebate program effectiveness, adjusting structures as needed to optimize results and maintain competitiveness.
• Policy for POS data as part contract management.
• Channel plan standard format and internal review process.
• Special terms and agreements, min order, freight programs standardization etc. 

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

• College or bachelor’s degree, major in mechanical engineering is preferred.
• Above 10 years sales experience in industrial manufacturing industry, including at least 5 years of channel management (such as dealer development, dealer system construction, dealer communication and management) experience.
• Understanding of internal and external environment that will have impact on company sales target and good ability to anticipate technological and market trend.
• Deep understanding of assigned sales division, such as customer business model, customer characteristics, industry cycle and etc.
• Good communication and interpersonal skills.
• Good at project management, good organization, and coordination ability.
• Good written and oral English skills is preferred.
• Proficient with MS office tools.
• Initiative, willing to learn new knowledge, attentive to details, and team spirit.