The job holder who has a good understanding of the regional market is expected to develop and implement effective channel sales strategy as well as provide support to existing channel partners ensuring sustainable long-term partnership with them.
The job holder also takes responsibility in achieving annual sales targets and contributes to the increase of the company’s market share.
Job Description
- Carry out market research, competitor and customer surveys (including: existing and prospective customers, competitors’ channel partners, channel coverage and sales strategy, etc.), identify new sales opportunities and market trends.
- Develop and implement channel sales strategies, create short and long term business plans to increase sales revenue.
- Build and maintain sustainable relationship with existing and potential Tier-1 distributors to diversify distribution channels.
- Develop new Tier-2 distributors for HIKVISION brand, HIlook, EZVIZ and other new businesses; regularly evaluate their performance, qualification, capability in order to maximize channel coverage in regional market.
- Responsible for annual & quarterly target settings for distributors; follow up with KPIs linked to these targets.
- Coordinate quarterly business review meetings and review business development progress against agreed plans.
- Responsible for weekly/monthly revenue tracking/forecast; manage stock levels & stock rotations, credit notes, payment terms, rebate policy, price list & special pricing issues, channel incentive programme.
- Deliver product and commercial education and training in conjunction with business partners.
- Plan, implement and follow up with distributors’ marketing activities (such as product/solution roadshow, seminar, workshop, forum etc.) with marketing team.
- Responsible for contract management of channel partners; utilize internal and external resources ensuring deliveries of orders are in timely and accurate manner, as well as timely collection of accounts receivable.
- Implement local sales processes, systems/tools and channel policy/guidelines.
Knowledge and skills
- Microsoft Office skills including Excel, Word, and PowerPoint.
- Fluent in English and Chinese, both written and verbal.
- Strong communication skills as well as excellent negotiation skills.
- Good analytical skills.