Channel Manager

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Description: 

Applies broad knowledge and extensive experience to deal with variations in work conditions and operations to solve complex and diverse problems. Direct leadership responsibility for the work group with clearly defined roles. Reviews and approves work results conducted by the work group. Supervises professional and support level employees within the sales function including defines and coordinates execution of sales/customer/market analysis, and reports on findings to guide business decisions. Implements sales operations programs around reporting, analytics, territory management, incentives, rebates and data processing. Analyses direct, indirect, and intercompany sales data and customers. Leads projects as well as initiatives to ensure the overall growth of sales revenue and compliance with corporate standard operating procedures.

Analytics activities for a business team. Is involved in contract negotiations for major clients. Position intended for individuals experienced in sales and who have demonstrated effective use of managing skills and have consistently achieved or exceeded forecast over a sustained period. Primarily, manages work group with periodic supervision and assistance. When necessary, requests or receives assistance in handling situations which require either greater or different experience or knowledge as needed. This position is based in Seoul, Korea and can be a combination of in office and remote working.

Essential Duties & Responsibilities:

(Additional duties may be assigned depending on experience)

• Applies broad knowledge and extensive experience to deal with variations in work conditions and operations to proactively identify and solve complex and diverse problems. Supervises the development and implementation of improvements and/or solutions to work processes and tools in support of business and strategic plans. Reports to business leader on key milestones and critical business initiatives. Receives additional guidance as necessary.
• Supervises work group with clearly defined roles within functional disciplines within the sales function. May provide work direction to Non-Neogen workers. Determines priorities and timetables, assigns resources/tasks, and provides performance feedback. Accountable for the activities and results of their work group, including leading for change.
• Supervises development and implementation of channel management in support of business and strategic plans. Proactively communicates operational direction and status to appropriate personnel.
• Handles a wide variety of non-routine and difficult inquiries where the solution is not immediately apparent in sales management. Develops solutions for multi-faceted, interrelated, and complicated problems, which require strong analytical skills and significant interpretation of data.
• Resolves issues and conflicts related to direct reports.
• Working tasks might include:
  • Assigns sales territories and/or accounts to the sales force.
  • Provides coaching on key sales concepts and monitors sales activities and provides feedback to the sales representative
  • Develops strong customer relationships and participates in contract negotiations
  • Coaches sales representatives to improve and/or develop new skills and competencies according to the individual development plan
  • Begins to develop financial acumen by tracking channel, sales representative, and customer performance.
  • Shares best practices by using CRM with appropriate personnel and sales representatives across territory/country
  • Provides input on the short- to mid-term sales strategy
  • Analyses sales results and recommends course corrections based on CRM data.
  • Develops and establishes work group KPIs (Key Performance Indicators). Consults in the design of sales incentive plans with the sales representatives based on analysis of previous year plans, business objectives, and strategy. Manages POS data processing setup with new channel partners; implements and advises on POS data strategy for business use on sales incentives, rebate programs, market analysis, etc. Performs complex business analytics on direct sales, POS data, and market trends; provides recommendations to business management on opportunities for growth and improved performance. Leads customer and channel partner discussions, initiating and reviewing conformance to channel agreement requirements, such as point of sale data, etc. Coaches employees to improve and/or develop new skills and competencies in data integrity, analytics, business acumen, auditing, etc.
  • Continuously drives sales support efficiencies, process improvements, and technology advancements, while enabling forecast attainment. Creates awareness and sells the value of a sales support function to internal business partners.
• Actively participates in relevant corporate programs/initiatives, complies with professional and quality standards, complies with corporate policies and procedures, and acts in a manner consistent with Neogen’s values and ethical standards.

Job Requirements/ Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Applies significant sales experience and people management experience in providing input on work procedures and completing the more difficult assignments.
• Fully competent in utilizing coaching and selling skills. Continues to develop the ability to influence, communicate, and coordinate. Also requires listening, interpersonal, negotiating, presentation, planning, administrative and analytical skills.
• Demonstrates in-depth understanding of sales management, channel management and go-to-market strategies.
• Works from guidelines, using individual reasoning when deviating from these guidelines. Modifies and adapts behavior to changes in the situation or environment to reach goals. Examines all available information in problem situations and uses prior experience to determine the best solution.
• Multinational/global contacts may be required.
• Can-do, enthusiastic, collaborative, and friendly attitude with a strong desire to improve own skills base and find improved ways of working for the benefit of the business.

Education and/or Experience:

• Minimum Qualification: A bachelor’s degree level of education.
• 10+ years experience in sales and B2B/ B2C marketing.
• People management experience.
• Working experience for the diagnostic/ analytical/ microbiological products & service preferable
• MBA preferable

Language Skills:

Excellent communication (Verbal & Written) skills essential.

Language skills – English (essential).

• Written English & grammar essential.

Mathematical & Computer Skills:Good mental arithmetic and a good level of numeracyProficiency with Salesforce.com, Microsoft Office applicationsGeneral Requirements:Must be highly motivated, driven with excellent organization skills and the ability to work as part of a team, as well as on own initiative.

Come Be Part Of A Mission that Matters!

From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.