Channel Manager - Industrial Trade & Coverting (m/f/d)

Tesa SE; Hamburg; On-site; EUR 90,000 - 120,000; Full time

Job summary

tesa SE is seeking a Channel Manager to drive scalable growth through indirect channels by strengthening partner performance and market coverage. You will define global channel strategy, partner segmentation, value propositions and engagement models while aligning demand generation with partner execution.

The role requires strong analytical skills, experience in B2B channels, and the ability to influence stakeholders across regions in a fast‑moving industrial environment.

Qualifications

• 5–7 years of relevant professional experience in Sales, Marketing or a comparable commercial function.
• Strong understanding of converting capabilities in die‑cutting, laminating, slitting, and related services.
• Strong understanding of indirect B2B sales and channel business models.
• Strong analytical and business acumen with KPIs like PNS, gross margin, product mix, CRM data.
• Strong problem‑solving mindset and ability to structure complex topics.
• Demonstrated ability to influence stakeholders and drive change across a global matrix organization.

Responsibilities

• Define and continuously improve the global channel strategy, including partner segmentation, prioritization and value propositions.
• Develop the partner ecosystem required to achieve ITC 2030 ambitions with appropriate geographic and market coverage.
• Drive partner excellence by identifying capability gaps and establishing partner enablement frameworks, standards and best practices.
• Connect demand generation with channel execution by aligning channel voice with indirect channels.
• Establish governance and performance standards for strategic partner management with KPIs and dashboards.
• Collect, structure and share actionable channel intelligence on competitors, market trends and routes‑to‑market.
• Foster alignment across regions and scale successful channel initiatives globally.
• Identify and elevate channel opportunities, risks and requirements with internal stakeholders.
• Work with Sales, Marketing, Product Management and regions to translate channel strategies into market execution.
• Support the continuous development of tes a’s global channel capabilities and scalable indirect model.

Skills

Channel management

B2B sales

Partner enablement

Strategic planning

Stakeholder influence

CRM analytics

English fluency

Job description

Channel Manager - Industrial Trade & Coverting (m/f/d)

As Channel Manager (m/f/d), drive scalable and profitable growth through Industrial Trade & Converting’s indirect channels by strengthening partner performance, commercial execution, and market coverage.

The role defines and executes the global channel strategy, including partner segmentation, value propositions, offerings, capabilities and engagement models, while connecting demand generation with partner execution.

It serves as the global commercial owner for channel excellence, accelerating successful models across regions, increasing partner productivity, and converting market opportunities into sustainable PNS growth

Your tasks include

• Define and continuously improve the global channel strategy, including partner segmentation, prioritization, value propositions and the Alliance Program framework
• Develop the partner ecosystem required to achieve ITC 2030 ambitions, ensuring appropriate geographical and market coverage through strategic partners
• Drive partner excellence by identifying capability gaps and establishing partner enablement frameworks, standards and best practices
• Connect demand generation with channel execution by acting as the voice of the channel and ensuring generated demand can be effectively converted and scaled through indirect channels
• Establish governance and performance standards for strategic partner management, including KAP frameworks, KPIs, partner performance monitoring and decision‑making processes
• Collect, structure and share actionable channel intelligence, including competitor activities, market trends, channel developments and evolving routes‑to‑market
• Foster alignment across regions and accelerate the transfer of best practices by scaling successful channel initiatives across the global ITC organization
• Identify and elevate channel‑related opportunities, risks and requirements, ensuring they are addressed by the relevant internal stakeholders
• Work closely with Sales, Marketing, Product Management and regional organizations to ensure channel strategies are translated into effective market execution
• Support the continuous development of tesa ’s global channel capabilities and contribute to building a scalable and future‑ready indirect sales model
• 5–7 years of relevant professional experience in Sales, Marketing, Business Development or a comparable commercial function, ideally in a B2B or industrial environment
• Strong understanding of converting capabilities and their role in creating differentiated customer solutions, including die‑cutting, laminating, slitting and other value‑added services.Strong understanding of indirect B2B sales and channel business models, including partner management and routes‑to‑market
• Strong analytical and business acumen, with a good understanding of commercial KPIs such as PNS, gross margin, product mix and CRM data
• Strong problem‑solving mindset with the ability to structure complex topics, identify opportunities and develop pragmatic solutions
• Demonstrated ability to influence stakeholders and drive change across a global matrix organization without formal authority
• Ability to balance long‑term strategic thinking with pragmatic execution and hands‑on support
  Understanding of B2B demand generation mechanisms, digital marketing funnels and lead management processes
• Strong communication and stakeholder management skills, with the ability to collaborate effectively across cultures, functions and regions
• Fluent written and spoken English; additional languages are an advantage

tesa is one of the world's leading manufacturers of adhesive tape solutions, with a range of more than 7,000 products. With passion for technology, we drive innovation, reliability, and sustainability to shape a better future.

Our solutions make a difference in the work, products, and lives of our customers across a variety of industries, including Automotive, Electronics, and Home applications. With this, we address a broad segment of business customers, but also you as a private consumer.

You might be surprised to discover the many places where our adhesive solutions are at work, from the battery in your electric car, to the display of your mobile phone, and even in the elevator in your building. Wherever you look, you'll find tesa - holding the world together since more than 125 years.