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Channel Sales Manager

This is a senior position who is responsible for selling the organization's product and/or services through a base of reseller partners, including but not limited to locate, evaluate and recruit potential channel partner in order to provide support to partners throughout the sales process in all sales-oriented activities, such as marketing, advertising, sales promotions and/or training to achieve revenue targets.. S/he shall be responsible to maximize revenues from sales of products and/or services through dealers, system integrators, Value Added Resellers, distributors or retailers necessarily.


1. Sales Strategy & Implementation Management :

  • Coordinating implementation of trading and channel management initiatives
  • Develop tactical field action plan against products’ selling and monitor the implementation of such plan to ensure alignment to expected outcome
  • Refering to divisional objective, set regional target as direct responsibility, including resource budgets (human and financial) and conduct regular achievement review of the respective target areas to ensure its performance is in line with objectives
  • Monitor national business plan to ensure resources are directed to regions of greatest potential with appropriateness of intended actions, implementation, and that resources are directed to districts as planned


2. Leadership

  • Lead performance strategy and implementation at country level in overall dimension, including but not limited to projects, programs, people (development, succession, compensation), compliance and process excellence
  • Identify areas for self-development and discuss developmental needs
  • Attend & actively participate in sales force meetings and training in order to communicate clear vision field tactics and objectives to the sales force for the promoted product groups


3. Relationship Management

  • Ensure a customer database is in place profiling customers against potential for business
  • Maintain contact and relationship with key accounts/customers
  • Ensure an optimal level of calling activity with key target customers
  • Leverage key customer relationships to gain market intelligence on market trends and evolution to assist successful formulary listing in timely manner
  • In collaboration with marketing, conduct SWOT analysis of market/competitors to identify national business opportunities and produce sales plan with field tactics for promoted products


4. Operational Excellence

  • Regularly evaluate sales achievement in each region and provide recommendation of any improvement, necessarily
  • Initiatively cooperate with Business Unit Director and respective Sales Manager to conduct SWOT analysis against market and/or competitor in order to identify possibilities of business opportunity
  • Communicate vision, field tactical and sales target clearly to related stakeholders to reach agreement, understanding and alignment amongst each business function as per planned
  • Ensure availability of meaningful and accurate sales statistics (e.g. ETMS summary reports) for management information
  • Monitor regions’ administration/ expenses ensuring these comply with guidelines, budget, local regulatory requirements and the Merck Marketing Best Practices
  • Monitor team’s monthly reports to ensure relevance and implementation of intended actions
  • Adher and comply to both local and global policies and procedures
Job Requisition ID:  185760
Location:  Jawa - all
Career Level:  E - Professional (10+ years)
Working time model:  full-time

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