Overview

This position oversees managing channel partners within China, accountable for
ensuring the team has effective customer relations, develops opportunities for
growth within an existing customer base, and assures market penetration and
profitability while achieving sales and profit forecasts. This is an excellent
opportunity for an experienced professional who enjoys business management and
channel strategy development and management.

Responsibilities

* Ensure that the region reaches AOP and delivers growth
* Establish sales targets for each distributor consistent with sales growth,
product volume and discount goals.
* Provide accurate and timely forecasts, lost order reports, sales KPI’s and
competitive data. Ability to take corrective actions to get business back on
track when there are gaps-to-plan.
* Maintain CRM database to ensure strong funnel management all new leads are
distributed to the appropriate distributor and contacted by them a timely
manner. Ensure that all active prospects have appropriate follow-up in
conjunction with the steps to transition the opportunity to a sale.
* Provide leadership and support to the distributor teams, coach and mentor
to help improve skills. Conduct regular customer visits with distributors and
providing feedback to help improve performance.
* Drive continuous improvement of the distribution channel, termination of
underperforming distributors, selection of new partners and addition of
distribution channels, where appropriate.
* Provide and/or coordinate technical sales training on new and existing
products to distributors.
* Gain market intelligence qualitative and quantitative around end use market
sizes and change
* Ability to work with marketing/product management and application teams to
deliver targeted lead generation program to help support funnel health. Work
with distributors to execute seminar, workshop, lunch and learns and other
customer face to face activities.
* Perform other tasks as required.
Qualifications

* engineering with relevant technical experience to understand highly complex
technical products.
* Minimum 5 years channels and/or distributors commercial management
experience, with proven track record of over delivery and strong business
acumen.
* Demonstrate experience successfully managing and motivating distributors in
a global high technology environment