Manager Channel Management

OMRON Industrial Automation India; Mumbai; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

Omron Industrial Automation India is seeking a senior Channel Manager to build and optimize a robust partner network across India. You will drive region-wise growth in collaboration with Branch managers and upskill partners' technical capabilities.

The role includes policy formulation, conflict management, credit/stock audits, and achieving profitable sales through strategic partner accounts. Strong Excel analytics and leadership are essential.

Qualifications

• BE or equivalent diploma.
• 14+ years of industrial automation experience in channel management.
• Experience leading a team of 3 or more members.
• Minimum 3 years in a decision-making role.
• Excellent Excel skills with strong analytics.
• Market, customer and competitor knowledge of the region in industrial automation.

Responsibilities

• Develop a healthy channel partner network and drive regionwise growth with branch managers.
• Upskill channel partner technical capabilities per regional requirements.
• Organise training and promotional activities for channel partners across India.
• Formulate channel policy and mutual agreement plans aligned with objectives.
• Manage channel conflicts with transparent communication and rules of engagement.
• Audit channel partners for creditworthiness, tech capability, and stock management.
• Meet assigned targets for profitable sales and strategic objectives in partner accounts.
• Lead joint partner development programs to meet mutual objectives and targets.
• Lead solution development addressing end-user needs (e.g., mechatronics, robotics).
• Drive collections and manage accounts receivable in collaboration with sales.
• Oversee team performance, development, and retention through engagement.
• Maintain and analyze region/industry data and prepare MIS reports.

Skills

Excel analytics

Decision making

Team management

Market knowledge

Industrial automation knowledge

Education

BE or equivalent diploma

Job description

1.1 Develop a healthy network (right mix of capabilities) of Channel Partners by conducting a performance, finance, and technical capability analysis to achieve region wise growth in collaboration with Branch managers.

1.2 Responsible for upskilling of technical capabilities of Channel partners based on regional business requirement.

1.3 Organising training and promotional activities (Exhibitions, tech days and road shows) for channel partners across India.

1.4 Formulate channel policy and MAP (Mutual agreement plan) agreement in alignment with the organisation objective.

1.5 Manage potential channel conflict with other partners by fostering transparent communication internally and externally while adhering strictly to organisational rules of channel engagement.

1.6 Periodic Evaluation/ Audit of Channel partners basis credit worthiness, technical capability, stock and manage the contracting of them.

1.7 Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

1.8 Proactively leads a joint partner development program/ process with partners that develops mutual performance objectives, financial targets.

1.9 Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel. (E.g.: Mechatronics for robotics partner)

2.1 Responsible for driving payment collections from Channel Partners while working in tandem with the sales team.

2.2 Responsible for analysis and management of accounts receivables

3. Team Management: 20%

3.1 Responsible for performance of the team by monitoring / reviewing targets assigned to the team.

3.2 Develop the capability and skills of team members to enhance productivity of the team.

3.3 To retain high potential members via team engagement and recognition.

4. Data Management and Analysis: 10%

4.1 Maintain and analyse region/ industry and inventory specific data as per business needs.

4.2 Prepare various MIS reports, presentations, etc. as per requirements.

Job Location:

Job Requirements & Skills:

B.E or equivalent diploma

14+ years of experience of industrial automation in Channel Management

With an experience of managing a team of 3 members or more

Experience of minimum 3 years in Decision making role

Excellent Excel skills with good analytics

Market/Customer/Competitor knowledge of region and industry within the industrial automation domain