Director Channel Management, Strategic Partnership and Technical Support
Tetra Pak Processing Solutions and Equipment is looking for a Director Channels, Strategic Partnerships & Technical Support (Asia Pacific and Middle East & Africa) position reporting directly to the Vice President Processing Channel Management & Key Components. The Director Channels, Strategic Partnerships & Technical Support will manage a team of senior managers and will be responsible for channel management, strategic partnerships, and regional portfolio management of Key Components.
This role will be based in Chakan, Pune. This is on a Local Package Terms.
What you will do
Develop and execute strategy for growth through channels and strategic partnerships (including acquisitions). Define annual and 3yr financial targets, KPIs and Individual Objectives for managers in Channels & Strategic Partnerships for the region.
Define global policies and procedures to manage channels. Provide input into global commercial policy & procedures. Maintain channel management handbook, contract templates, and training material for the region.
Deal/Opportunity Management CE Processing (decision to quote/accept price, margin, risk and resourcing) for business model 2 & 3. Implement commercial practices and ensure compliance. Relates to stand alone sales and through channels
Drive growth through collaboration in local Alfa Laval Alliance in markets and other similar strategic partnerships in the region
Manage channels proactively by driving development of new channels, pruning of ineffective channels in line with channel strategy and business strategy in PSE and Services. Proactively manage channel conflicts and drive close collaboration with Market Operations.
Secure new products and services to sell via channels from PSE, identify Product Development Needs and identify key market trends, evaluation of new technologies and potential future Key Components (acquisitions)
Drive pricing and incentives for channels in line with strategy and global commercial policy and procedures
Secure sales and technical competence to deliver a global footprint of capability to support customers (including channels) and markets. Build a technology and leadership talent engine close to customers.
Drive regional product management and ownership. Collect and consolidate input for product design. Secure quality within projects and for standalone sales. Effectively deploy new products and secure technical readiness, working closely with Project Centers, Services and Market Operations.
Collect market and competitor intelligence and provide to product owners. Drive 3-year unit forecasts to support capability and capacity planning, investment decisions and to provide input for capacity planning in Services. Manage regional pricing, prepare cost estimates and quotations. Manage orders and support project execution in collaboration with Project Centers and Services.
Secure responsive and high-quality sales and technical support to markets, project centers and customers. Drive regional product management and ownership. Collect and consolidate input for product design. Secure quality within projects and for standalone sales.
Together with Market Operations, secure effective marketing and promotional materials and campaigns. Support trade shows and customer events.
Close collaboration with Services, review training needs, define future training needs (new product introductions)
Key performance indicators
Order intake, nets sales and margin in new sales (direct and indirect)
Market Share growth
Channel business growth
Who you are
Master’s / Bachelor’s Degree in Engineering Sciences (Mechanical, Chemical, Electrical) / Food technology.
Minimum 15 years commercial, business development, technical sales, portfolio management experience in processing equipment and solutions, with significant exposure to food and beverage industry
Minimum 10 years of channel development and management experience. B2B E-commerce experience will be an added advantage.
Prior experience of developing and managing strategic partnerships will be an advantage
Good understating of customer management and strategy development will be a plus
Technical knowhow of food & beverage processing equipment, modules & projects, applications and line solutions
Proven success in people management and competence development
Fluency in English, both verbal and written, is a must (required to perform cross-border efforts with regional stakeholders). Knowledge of other Asian languages will be a plus.
Comfortable working in a collaborative and cross-team capacity with internal stakeholders
Proven ability to work effectively with senior leadership, as well as teams and vendors in a cross-functional, multi-national and multi-cultural environment, often with virtual teams
Good communications and organization skills
Strong computer skills, especially with Microsoft Office suite (PowerPoint, Excel and Word)
Asia region experience is a plus.
We offer you
Variety of exciting challenges with ample opportunities for development and training in a truly global landscape
Culture that pioneers spirit of innovation where our engineering genius drives visible result
Equal opportunity employment experience that values difference and diversity
Market competitive compensation and benefits with flexible working arrangements
If you are excited for a new adventure in Tetra Pak, please submit your resume in English through myLink.
This job posting expires on 12th May 2022.
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