Main Responsibilities:
Saturate the business done with channel
Accountable for the Channel’s growth and profitability.

Responsibility:

1 Participate in developing/challenging the RTM strategy

• Work with Country Strategy Marketing to develop/challenge the RTM strategy
• Contribute to define and adjust the country commercial policy

2 Adapt and executes the Channel growth actions plan

• Create the local Channel growth action Plan (Business Plan) and deploy it.
• Understand main markets targeted by the channel (Example Retail Pipe => Residential)
• Take in account local channel request, bring information to Channel Development

Manager

• Identifies the customer segment specificity, lead the definition of the commercial

policy for the segment and support its implementation.

• Based on targeted market understanding and the strategic guidelines define and

deploy the actions plan to boost the business thru the channel.

3 Saturate his (her) channel

• Understand their needs, to propose complementary or new offers
• Leverage the channel for cross selling optimization.
• Approach channel by opinion leader, to convince other channel to follow them.
• Use Pull and push product approach
• Leverage internal (external) resources to deliver compelling integrated marketing

programs that include online and thru sales people, demand generation, leads
management, operational actions plan (either for conquest or retention), launches
and campaigns

3 Ensure the channel’s profitability

• Is responsible of the pricing positioning and consolidated margin (CCO) optimization

for the whole offer sold in the channel.

• Manage the discount, rebates and Special Price Agreement on the channel concerned.
• Validate sales quotations for accuracy and profitability.
• Monitor, analyze, and report on monthly Price Realization (erosion) versus budget

commitment on specific SPAs, quotes on channel.

• Monitor top line revenue and growth for the Channel segment.

4 Manage the customers ‘portfolio (Customer Retentions and Customer Acquisitions)

• Ensure channel relationship directly or through partner
• Manage the Customer portfolio in order to size and allocate sales resources.
• Use Customer Platforming to classify his (her) customer portfolio in Qualify, Grow or

Saturate category.

• Develop up sell and retention strategies for channel partners and consumers to

improve loyalty, drive retention and profit growth.

• Customer Acquistions: Qualify new prospects
• Manage Customer acquisitions and retentions through MarCom Activities (Events,

Direct Marketing, Web...

5 Follow and review the Sales execution

• Propose Sales objectives and build the Customer Action Plan for the segment,

in order to support the field sales force at country level.

• Leverage internal resources to delivers preferred sales organisation and skills, sales

tool kits and training

• Support at country level the sales force in a dedicated field of customer management like

commercial policy, logistic offer, sales competency development, Special Price
Agreement ...

Qualifications/Capabilities

• University Graduate
• Strong offer knowledge and management; business acumen
• Strong analytical ability, organizational skills and project management skills