Head of Channel Management

Job title

Head Channel Management  

Grade

Stream

OQ Marketing

Function

Global Marketing

Location

Oman - Muscat

Budget control

-

Reporting to

VP Global Marketing

Direct reports

6

Job purpose

Globally responsible for the execution of the channel to market strategy, aligning and managing all activities between channel partners and OQ commercial and technical teams covering all market segments within the company portfolio.

Leading the streamlining and managing of all indirect sales channels including Agents, Distributors and Traders, with a centralized approach, by driving agreed standards for channel partners and implementing dedicated performance criteria and measurements to ensure the optimization of all channel activities; supporting Global Marketing goals & targets, driving profitability by.

1. Managing the indirect sales channel selection and evaluation process
2. Drive indirect channel partners performance according to agreed targets including gap closure and reporting
3. Implement gap closure recommendations to support sales volume, grade mix and profit goals and objectives
4. Deliver commercial boundaries to indirect channel sales teams.
5. Leading and managing all regional indirect channel sales activities 

The position will act in accordance with the Group’s Mission, Vision, Values & Strategies, as well as, policies, guidelines, and international standards, supported by an IT Technology platform, HSE standards, Omani’s government & other legal justifications, and best international practices in consonance with national objectives.

Main tasks and responsibilities 

Indirect Channel Management

• Manage the indirect channel sales process, execute selection, evaluation, and incentive criteria for channel partners.
• Manage the performance of (current and future) channel partners, select and develop appropriate channels and distributors for profitable growth at the global level, for product groups or future market segments
• Drive sustainable relationships with key channel partners, set objectives, and develop programs and marketing initiatives to build win-win competence, achieve targets and improve performance
• Develop channel management strategies, policies, and programs that support the increase in sales and profitability
• Manage the interfaces to relevant internal departments and assure adequate support structures and processes
• Operational responsibility for all distribution policies and processes. Ensure legal alignment with any policy changes. Define and manage the distributor tiers
• Manage performance evaluations, enforce KPIs, and ensure corrective actions are taken as needed and monitored.
• Develop creative incentive programs to further drive growth amongst channel partners
• Communicate across leadership performance results of the Channel partners including recommending performance gap closures and actions to enable strategic decision-making
• Drive commercial initiatives including new market entries and new product launches via channel partners.
• Direct all communications between internal teams and external partners for all channel-related matters.

Indirect sales

• Provide leadership and direction to the regional indirect sales team, setting clear goals, expectations, and performance metrics.
• Drive regional indirect sales personnel to plan and implement objectives for achieving sales and gross profits related to the agreed indirect KPI’s driving present/future growth.
• Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.
• Develop and mentor sales talent, empowering them to achieve their full potential and drive results.
• Develop and execute the Sales long-term strategic plan for the indirect sales for the specific region and its netback forecasts in alignment with the function and organization strategies.
• Lead the development and execution of indirect annual sales plans.
• Drive market penetration and expansion strategies to increase market share and drive profitability growth in existing and new markets.
• Creating the annual sales forecasts by estimating total portfolio (products) sales, gross and operating profits as well as expenses for the sales departments worldwide.
• Identify key targets (markets, applications) optimally deploy internal and external resources to achieve targets.

Cross-functional Collaboration

• Collaborate closely with internal stakeholders, including direct sales Heads, technical marketing, product development, supply chain, and finance, to align indirect sales strategies with overall business objectives.
• Foster cross-functional teamwork and collaboration to drive integrated solutions and maximize customer value.
• Champion a customer-centric approach across the organization, ensuring alignment of indirect sales strategies with channel partners and customer needs and preferences.
• Drive the implementation of agreed cross functional SLA’s to enhance customer satisfaction and retention.

Customer Relationship Management

• Cultivate and maintain strong relationships with channel partners, key customers, stakeholders, and partners.
• Drive customer engagement initiatives including Customer segmentation initiatives such as CAP’s, SLA’s and ICP, driving the focus on resources, improving the retained customer quality enhancing target customer satisfaction, loyalty, and retention.
• Driving the implementation of the actions highlighted in the Customer Action Plan to ensure growth at partner and high potential regular customers.

Reporting

• Provide accurate volume forecasts every month to the Sales & Operation Planning processes.
• Present regular and ad-hoc management reports on new opportunities, highlight critical issues and challenges, and provide strategic insight to ensure effective decision-making.
• Develop Indirect channel sales performance vs business plan reports including the sales channel strategy, forecasting sales targets, and identifying growth opportunities in key market segments to ensure the achievement of the annual sales plan.
• Present Market dynamics and outlook to internal stakeholders to allow for key decision making and business planning
• Rationalize input for market intelligence requirements to ensure and maintaining relevance enabling OQ to set well informed prices.
• Lead knowledge sharing through key collaborations with channel partners and OQ internal stakeholders

Key interactions

Internal: Sales and Marketing, Central Lab, Supply Chain, Operations, Process Optimization, QC/QA Lab

External: Customers, Third-party Labs, Universities, Licensors, Vendors - Lab Equipment’s, Plastics Machineries, Additives

Notable Working Conditions. Office environment, intensive computer screen use, traveling

Education requirements

Bachelor’s degree in Business, Engineering, Marketing, Management or similar.

Language requirements

English fluent is the minimum requirement, local language depending on position location

Background and experience

Competencies and skills

• +10 years of overall experience in the polymer industry
• Influence and integrate with individuals and across teams to execute against strategic plans and drive profitable growth
• Collaboration skills especially in interaction with cross-functional partners

• Global or key account management experience including indirect channel management techniques required.
• Good knowledge of polymer manufacturing and conversion techniques
• Broad knowledge of polymer and upstream industry drivers including market intelligence gathering and use.
• Strong understanding of marketing strategy, planning issues, budgeting, priority setting
• Strong understanding of sales success techniques, strategies as well as sales force management and motivation techniques.
• Experience navigating complex work processes, tight timelines, and changing teams
• Ability to understand customer needs and translate it into new products and services
• Strong Commercial expertise, including contract, formula price calculations.

•    Ability to define new processes and capabilities demonstrated comfort with ambiguity and willingness to lead in an uncertain environment

•    Can think creatively and develop value propositions for services and products.

• Strong management & leadership skills to lead all aspects of strategy process
• Able to work collaboratively across all levels.
• Excellent interpersonal skills and multi-cultural sensitivity.
• Experience leading a team of professionals, preferably sales teams in the polymer industry
• Experienced in resource control and general management

Technical:

• Computer literate with expertise in MS Office.
• Polymer sales
• Industry Marketing (development & Segments)
• Strategic planning and marketing

• Financial literacy
• Channel Management techniques
• Implementation of Projects