Strategic Channel Management – DACH (f/m/d) - #3939200
17 March 2023
This position is part of Regional Industry Management and reports to the Head of Regional Industry Management DACH.
In your role you will take over the following responsibilities:
- Augsburg, Germany
- Fixed term
Defining an overarching regional Sales Channel Strategy for KUKA Robotics in the Region DACH with focus on the channels: Integrator/ System Partner, Distributor and E-Commerce Platforms.
Definition of Sales targets, revenue split for the different sales channels in alignment with Regional Management Teams.
Monitoring and analysis of Channel partner activities and sales results to derive additional measures and value propositions to engage further on above targets
For each Channel you define a clear strategy and guidance for the region. This includes
- On/ Offboarding criteria and Process for Channel Partners
- Individual Growth plans
- Benefit structure
- Pricing / Discount Guidelines
- Templates for Channel Partner contracts
Responsibility for regional channel partner contracts and frame agreements.
Elaboration of regional measures and benefits (e.g. programs) for channel partners together with other stakeholders like Customer Service, Marketing, Portfoliomanagement, and R&D.
Coordination of processes to enable local execution of measures and benefits with sales representatives in the countries.
Ensure regular partner communication and events on regional level.
Support the improvement of customer experiences throughout different touchpoints and the lead generation from different platforms and channels.
Develop partner structure that supports different sales channels and partner roles (System Partner, Service Partner, Distribution Partner, Ecosystem Partner) together with Marketing (Logos, Partner Levels, etc)
Regional System Partner Program:
You will own the regional system partner program:
- Maintain and develop the existing Official System Partner Program and align with all selling entities within the region to work within the given framework.
- Develop further measures, features, benefits, and digital processes to improve the global partner management. Enable a sustainable business development with partners and through long-term partnerships.
- Support the continuous expansion of our customer base, increase the related share of wallet and opening of larger global channel accounts through the partner channel.
- You will own the regional system partner program:
Define a regional concept for distributor business.
You will be responsible to oversee all business activities with distributors in order to avoid business conflicts with established sales channels.
In this role as Channel Manager you will also support and coordinate all activities related to our e-com platform my.kuka.com within the region together with Digital Sales Office.
Analysis of sales channel development in regards of customer mix, revenue development.
Evaluate buying potentials of existing customer groups within the defined channels and initiate measures in close collaboration with sales to increase the share of wallet and extension of defined customer groups
High level English skills (spoken & written) is a must
Willingness for occasional travel
Strong analytical and structured skills and conceptional thinking
Profound technical knowledge in the area of CRM analysis and CRM controlling
Target orientation and clear goal setting
Hands-on-mentality, structured and focused working attitude
Working record in the field of eCommerce and digital customer interaction beneficial
Knowledge in pricing structures and contract preparations
Excellent communication and presentation skills on different hierarchical levels
In-depth business understanding of the following business domains: Sales, Customer Services, Marketing
What we offerDiversity Flexible working hours Great working environment
Start date: Immediately