Le poste
03Purpose of the job
Define and execute the ADV go-to-market strategy by managing a high-performing global channel partner network to drive growth, increase market share, enhance sales efficiency, and expand market coverage.
Key Objectives / KPIs:
- Channel partner Sales growth and Contribution Margin
- New generated opportunities and face-2-face customer visits by ADV Account Managers
- Revenue by Field Sales headcount
- Growth rate by customer classification
- Reduction of transactional tasks
01Leads the negotiation, review, and amendment of distribution agreements, ensuring ongoing compliance with applicable laws, regulations, and internal legal policies.
02Defines the framework for negotiating trade agreements and discount rates led by the regional Sales Channel Manager.
03Monitors regular business reviews and opportunity meetings led by the Regional Sales Channel Manager.
04Build and maintain strategic relationships with global channel partners at the senior executive level and organize regular face-to-face strategic meetings and workshops.
05Define and drive the strategic partnership roadmap.
06Shape and optimize the product portfolio and product branding.
07Establish and maintain management-level relationships with local channel partners and representatives.
08Define and optimize the product portfolio.
09Develops and continuously optimizes performance-based rating systems as the foundation for sales conditions and services provided by VAT.
10Monitor channel partner performance and, together with local Channel Partner and ADV Sales Leaders, decide on onboarding new channel partner or phasing out underperforming channel partner.
11Supports Regional Sales Channel Managers with standardized analysis tools and templates to monitor channel partner performance and conduct business reviews efficiently.
12Support the regional Sales Channel Manager in organizing channel partner meetings.
13Develop the ADV digital customer journey in close collaboration with the data architects to automatize transactional tasks and enhance productivity.
14Support channel partners with digital tools and services.
15Establish digital customer services in collaboration with other Business Units.
16Develop and execute the annual update of the Go-to-Market Strategy.
17Align and reinforce market reach strategy with ADV Sales Leaders and BU Management Team.
18Conduct regular reviews with ADV Sales Leaders to monitor progress and implement corrective actions where necessary.
19Support the ADV PM Pricing Team in pricing initiatives and implementation.
20Lead sales communication for the annual price adjustment.
