Scope and Responsibilities :

The person in this role will be responsible for delivering sales results through the company's channels measured in revenue and demand generation. In addition, this leader will be responsible for setting and managing the strategic direction for the channels. The strategic direction includes managing channel partners' capabilities, coverage, and compensation models across all of Company's verticals. The candidate must have a Channel and Distribution management background, preferably in the automation/sensors industry, and be able to perform and deliver results, with accountability and responsibility. The focus would be on the individual to deliver on promises. She/ He must have the gravitas of pulling it all together in a highly matrixed environment.

Responsibilities :

Enable organic growth of the AST Business in India :

- Work with Sales leaders to develop the strategic account plan.

- Influence the strategic direction for the Company's overall revenue sales for current and future growth.

- Establishing plans to achieve financial targets for the account & channel organization.

- Develop a tier-based channel ecosystem.

- Knowledge of CRM tools like SFDC and Sales Process for OEM & Channel business.

- Responsible for ensuring optimum Distribution and Channel inventory by collaborating with the leadership team in setting sales in and sales out targets for the channel.

- Responsible for managing executive-level relationships with top leadership and other department accounts.

- Demonstrate excellent cross-functional leadership by building strong relationships with leaders and key work partners both internally and externally for collaboration, communication, and accountability.

- Collaborates with Global Marketing to develop growth and strategic direction in strategic accounts.

- Responsible for managing revenue and demand generation, as well as channel economics inclusive of discounts, rebates, MDF, and Co-Op investments.

- Driving sales campaigns, leading price discussions, and product fulfillment

- Manages potential account concerns with other internal functions by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

- Ensure partner compliance with partner agreements.

Education Qualifications and Other Requirements :

- A graduate degree in Engineering or Postgraduate in Business or a related discipline is required. MBA from a premier B- School is preferred

- Experience working for Pan India Business/Bangalore, Hyderabad

- 12+ years of overall experience with at least 10 years in Distribution and Channel management in a B2B environment.

- Proven success in leading strategic planning, growth initiatives, and business operations

- Ability to manage multiple, complex projects and changing priorities, making sound decisions and working effectively with cross-functional and international teams.

- Strong ability to influence peer groups, ability to forge solid relationships, and manage across a broad and geographically dispersed business and teams.

- Strong experience in SFDC tools will be preferable.

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