Business Development & Channel Manager, Southeast Asia

Kardex Group; Singapore; On-site; SGD 80,000 - 120,000; Full time

Job summary

Kardex Group is seeking a Business Development & Channel Manager for Southeast Asia in Singapore. This role is focused on driving profitable growth via direct development and channel partnerships with strategic customers and distributors.

The ideal candidate will have at least 7 years of relevant experience, strong negotiation skills, and the ability to thrive in a growth-oriented environment. Key responsibilities include developing market strategies, managing distributor relationships, and achieving revenue targets.

Qualifications

• Minimum 7 years of experience in business development or B2B solution sales.
• Experience selling capital or warehouse automation equipment.
• Strong presentation and negotiation skills.

Responsibilities

• Develop and execute market penetration strategies targeting high-potential customers.
• Build and maintain relationships with senior decision-makers.
• Drive sustainable business growth through channel partners.

Skills

Business Development

Channel Management

Stakeholder Management

Commercial Negotiation

Education

Bachelor's Degree in Business, Engineering, Supply Chain, Logistics

Tools

CRM Software

Job description

## Business Development & Channel Manager, Southeast AsiaApplyremote type: On-sitelocations: Singaporetime type: Full timeposted on: Posted 2 Days Agojob requisition id: JR104777The Business Development & Channel Manager – Southeast Asia is responsible for driving profitable growth through a combination of direct business development, strategic account acquisition, and channel partner development across Southeast Asia. The role focuses on developing new business opportunities with strategic customers while accelerating market growth through distributor partners. The successful candidate will build a strong sales pipeline, establish Kardex as a preferred automation partner in target industries, and develop high-performing channel partnerships that deliver sustainable long-term growth.**Your tasks****Key Responsibilities****1. Strategic Business Development & Key Account Management**Develop and execute market penetration strategies targeting high-potential customers within:* Third-Party Logistics (3PL)* Distribution & Fulfilment Centres* Pharmaceutical Manufacturing* Other strategic industry segments as identifiedKey responsibilities include:* Identify, prioritize, and develop strategic target accounts across Southeast Asia.* Build and maintain relationships with senior decision-makers, including Operations, Supply Chain, Logistics, Engineering, Manufacturing, and Executive Management.* Develop and manage a robust pipeline of automation and intralogistics opportunities.* Lead customer engagement activities including prospecting, discovery workshops, site visits, solution presentations, and commercial negotiations.* Collaborate closely with solution consultants, project teams, and regional stakeholders to develop customer-specific solutions and proposals.* Position Kardex as a trusted advisor and preferred automation partner within target industries.* Drive opportunity progression from lead generation through order closure.* Achieve annual order intake, revenue, and pipeline generation targets.**2. Channel Partner Development & Market Expansion**Drive sustainable business growth through existing and future distributor partners.Key responsibilities include:* Manage and develop strategic relationships with existing distributors.* Conduct regular business reviews focused on sales performance, pipeline development, market opportunities, and growth plans.* Support distributors through joint customer visits, opportunity qualification, solution positioning, and commercial negotiations.* Deliver product, sales, and commercial training to strengthen partner capabilities.* Develop and execute annual business plans with channel partners, including sales targets, pipeline objectives, and growth initiatives.* Identify, evaluate, recruit, and onboard additional qualified channel partners where required.* Coordinate joint marketing, lead generation, and business development activities.* Ensure distributors effectively represent Kardex solutions, value propositions, and brand standards.* Establish a disciplined channel management framework with clear performance expectations and accountability.**3. Market Development & Strategic Growth*** Develop market intelligence and identify emerging customer needs, industry trends, and competitive developments.* Build relationships with industry associations, consultants, system integrators, and key influencers.* Identify new market segments and growth opportunities for Kardex solutions.* Support regional growth initiatives and strategic projects across Southeast Asia.* Contribute to long-term market expansion and business development strategies.**Qualifications & Experience** **Required*** Bachelor's Degree in Business, Engineering, Supply Chain, Logistics, or a related discipline.* Minimum 7 years of experience in business development, key account management, channel management, or B2B solution sales.* Proven track record of developing new business opportunities and acquiring strategic customers.* Experience selling capital equipment, industrial automation, warehouse automation, material handling, intralogistics, or related solutions.* Experience working with distributors, dealers, or channel partners.* Strong commercial negotiation, presentation, and stakeholder management skills.* Ability to work independently in a growth-oriented environment.* Willingness to travel regularly across Southeast Asia.**Preferred*** Experience within logistics, warehousing, automation, pharmaceutical manufacturing, supply chain, or industrial sectors.* Existing network within 3PL, distribution, logistics, pharmaceutical, or manufacturing industries.* Experience managing multi-country business relationships within Southeast Asia.* Familiarity with consultative and solution-based selling methodologies.**Your profile**