Channel Business Manager

Konica Minolta Business Solutions India Pvt. Ltd.; Mumbai; On-site; INR 600,000 - 1,000,000; Full time

Job summary

Konica Minolta Business Solutions India Pvt. Ltd. is seeking a Channel Partner Management professional to identify and recruit Quality Channel partners and Value Added Partners to cover gaps and weed out underperformers.

The role focuses on mapping geography, deploying business plans, and driving revenue through partners, including corporate and government opportunities, with plans for channel spread and regular reviews.

Responsibilities

• Identify & recruit Quality Channel partners / Value Added Partners considering coverage gap or where non-performing partner is weeded out.
• Mapping the geography to bridge the coverage gap with right fit of partner.
• Business Plan deployment to respective Partner and get the agreement signed-off
• Manage, achieve and grow overall Revenue share through Partners.
• Develop robust Channel/VAP spread plan for building Sales pipeline by managing Bulk opportunities from Corporates/ Gov to increase BIN share of wallet.
• Product mix, Mono & Color Units deployment in designated geographies to grow market share.
• Solution positioning through select Channel Partners & VAP
• Market visits along with Partner’s Sales Team for KM brand positioning.
• Revival planning for Weak Partners.
• Quarterly Business Reviews with aligned Channel partner.
• Plan & guide Partners for BTL activities like roadshows/ exhibitions.
• Regular visits to Productive and Non-Productive Resellers to develop Reseller Business.
• Calendarize Sales Trainings for Channel Partners & Team, ensure Service training participation by Channel Partner Service Engineers
• Bridge between BIN & Channel Partners for smooth operations
• Work closely with different functions: Sales Admin, Marketing, Finance, Logistics, IT, HR & Service for smooth business operations.
• Adherence to BIN Compliance & other Policies.
• Travel Plan to locations to support Channel Partners & VAP

Job description

• Identify & recruit Quality Channel partners / Value Added Partners considering coverage gap or where non-performing partner is weeded out.
• Mapping the geography to bridge the coverage gap with right fit of partner.
• Business Plan deployment to respective Partner and get the agreement signed-off
• Manage, achieve and grow overall Revenue share through Partners.
• Develop robust Channel/VAP spread plan for building Sales pipeline by managing Bulk opportunities from Corporates/ Gov to increase BIN share of wallet.
• Product mix, Mono & Color Units deployment in designated geographies to grow market share.
• Solution positioning through select Channel Partners & VAP
• Market visits along with Partner’s Sales Team for KM brand positioning.
• Revival planning for Weak Partners.
• Quarterly Business Reviews with aligned Channel partner.
• Plan & guide Partners for BTL activities like roadshows/ exhibitions.
• Regular visits to Productive and Non-Productive Resellers to develop Reseller Business.
• Calendarize Sales Trainings for Channel Partners & Team, ensure Service training participation by Channel Partner Service Engineers
• Bridge between BIN & Channel Partners for smooth operations
• Work closely with different functions: Sales Admin, Marketing, Finance, Logistics, IT, HR & Service for smooth business operations.
• Adherence to BIN Compliance & other Policies.
• Travel Plan to locations to support Channel Partners & VAP