Channel Account Manager

Job Description

Main Responsibilities: Saturate the business through channel and accountable for channel sell out growth and channel business profitability. This includes all channel personas i.e. IT, Electrical and others.

Process Focus

• Proper Channel Profiling based on persona, competencies, business size, and SE share of wallet. Use an RAD approach to determine strategic decision making.
• Communicate timely and clearly on any internal initiatives (Products, Programs, Campaigns) and ensure timely pay-out to channels for any programs and campaigns.
• Adapt and execute the GTM strategy based on 4P strategy and guidance from Head of Channel.
• Support and manage the customers 'portfolio i.e. End User acquisition (Green Field) and Retention or Modernization (Brown Field) to work together with Services.
• Follow and review the Sales execution against sell out target and action plans
• Manages the extended Sales Force (FOS, National Sales) to deliver growth for Secure power business within SE Indonesia.
• Work with HnD team to identify common channel sales to further look for growth opportunities for Secure Power business and maximize sell out

• Work with Country BVP and Head of Channel to develop/challenge the suitable GTM strategy
• Contribute to define and adjust the channel policies to support growth strategy
• Manage, execute and close country channel programs and marketing activations
• Evaluate and responsible to analyze ROI of channel programs and marketing activation.

• Create local channel growth action plan together with BVP and Head of Channel and deploy it.
• Understand main markets targeted by channel (Distribution Strategy, Segment Strategy & work w/ respective teams to saturate)
• Ensure compliance to execute programs or activations through relevant internal parties (i.e. Comm Ops, 4P, Finance, BD, marketing etc.)
• Liaise with relevant team to execute channel growth / expansion plan ( i.e. Geo Expansion - sell out based initiative. and cross BU solution partners enablement.)

• Understand channel needs, to propose complementary or new offers
• Leverage the channel and internal organization for cross selling maximization.
• Showcase Channel successes to influence interest from other channels.
• Use Pull and Push approach to ensure channel inventory is kept at a healthy level
• Leverage internal and external resources to deliver compelling integrated marketing programs that include offline, online and through sales people, demand generation, leads management, operational actions plan, launch and campaigns.

• Use Customer Platforming to classify 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 Acquisitions: Justify supports needed to increase strategic customers acquisitions
• Manage Customer acquisitions and retentions through MarCom Activities (Events, direct marketing, social media, or other effective and creative initiatives.)
• Define channel relationship: direct or through distributors based on nature and expertise of channels and end user complexity.
• Manage the Customer portfolio in order to size and allocate sales resources.

• Responsible to evaluate channel contribution by top line achievement, growth and profitability , prioritize channel support based on sales contribution and profitable product mix.
• Manage rebates and MDF deployment through business justifications and ROI.
• Monitor, analyze, and report on monthly actualization versus planned budget of the year.

• Define the target for extended field force to ensure successful GEO-Expansion strategy to obtain share from competitors.
• Ensure that the field force are equip with demand generation tools to offer to the final tier channels and to drive preference to APC by Schneider brand.
• Evaluate and customize programs based on market analysis and to bring stability to the distribution business based on Channel.

• Propose Sales objectives and build the Customer Action Plan for the segment, to support the respective sales force at country level.
• Leverage internal resources to enable the right channel based on assessments to leverage the partner's sales organization, upgrading their skills, and providing them with sales tool kits and training
• Certify the selected partner and propose a suitable program to nurture and continue to grow SE share within the partner's organization.