Manager-Channel Management

Omron Electronics S.p.A.; Mumbai; On-site; INR 3,500,000 - 5,500,000; Full time

Job summary

Omron Electronics S.p.A. is seeking a senior professional to manage the industrial automation channel partner network across India. The role focuses on developing partnerships, upskilling partners, and driving regional growth in collaboration with branch managers.

You will formulate channel policies, oversee partner performance, and coordinate with sales to ensure cash collections while pursuing profitable sales targets. Fluency in English and strong Excel analytics are required.

Qualifications

• 14+ years of experience in industrial automation channel management.
• Experience leading a team of 3 or more members.
• Strong English communication with good written/verbal skills.
• Excellent Excel and analytical abilities.

Responsibilities

• Develop and manage a healthy network of channel partners across India.
• Upskill channel partners' technical capabilities per regional needs.
• Organise training and promotional activities (exhibitions, tech days, road shows).
• Formulate channel policy and MAP agreements aligned with objectives.
• Manage channel conflicts by transparent communication and sanctioned rules.
• Periodically evaluate channel partners on creditworthiness, capability, stock.
• Meet targets for profitable sales and strategic objectives in partner accounts.
• Lead joint development programs with partners to drive results.
• Drive solution development addressing end-user needs with various teams.
• Oversee collections from channel partners in coordination with sales.

Education

B.E. or equivalent diploma

MBA in Sales/Marketing - preferred

Job description

Business Company: Industrial Automation Business (IAB)

About OMRON Industrial Automation Business

Come join our Industrial Automation team, who is striving to create social value - 'Improve manufacturing that supports a sustainable society' - the business has the industry’s most extensive portfolio comprising sensors, controllers, motors, robotics, vision, and safety solutions. Understand more about our Industrial Automation Business HERE .

Short Description

Job Responsibilities

• 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.
• Responsible for upskilling of technical capabilities of Channel partners based on regional business requirement.
• Organising training and promotional activities (Exhibitions, tech days and road shows) for channel partners across India.
• Formulate channel policy and MAP (Mutual agreement plan) agreement in alignment with the organisation objective.
• Manage potential channel conflict with other partners by fostering transparent communication internally and externally while adhering strictly to organisational rules of channel engagement.
• Periodic Evaluation/ Audit of Channel partners basis credit worthiness, technical capability, stock and manage the contracting of them.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner development program/ process with partners that develops mutual performance objectives, financial targets.
• 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)
• Responsible for driving payment collections from Channel Partners while working in tandem with the sales team.
• Responsible for analysis and management of accounts receivables.
• Team Management: 20%
• Responsible for performance of the team by monitoring / reviewing targets assigned to the team.
• Develop the capability and skills of team members to enhance productivity of the team.
• To retain high potential members via team engagement and recognition.
• Data Management and Analysis: 10%
• Maintain and analyse region/ industry and inventory specific data as per business needs.
• Prepare various MIS reports, presentations, etc. as per requirements.

Job Requirements

• B.E ( or equivalent diploma)
• MBA in Sales/Marketing - preferred
• Minimum of 14+ years of experience of industrial automation in Channel Management profile
• With an experience of managing a team of 3 members or more
• Experience of minimum 3 years in Decision making role
• Good Communication including verbal and written English skills.
• Excellent Excel skills with good analytics
• Market/Customer/Competitor knowledge of region and industry within the industrial automation domain
• 60% Travel as per business needs.

The Job Description has been designed to indicate the general nature and essential duties and responsibilities of work performed by job holders within this classification. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Duties may be subject to periodic review by the HR, immediate supervisor or nominated representative (in consultation with the job holder) to reflect the changing work composition of the business.

Why Join us

OMRON's mission is to improve lives and contribute to a better society. We endeavor to make our diverse workforce feel equally valued and enjoy equal opportunities to help us achieve so. So come, work with the best of the best teams, collaborate, and innovate together with diverse, capable minds across the globe.