Tuyển dụng Channel Sales Manager tại Hà Nội

* Position Purpose:

- The Channel Sales Manager is responsible for developing, managing, and expanding the company's channel ecosystem, including distributors, system integrators (SIs), EPCs, resellers, and strategic partners.

- The role focuses on building a healthy and sustainable channel network, generating business opportunities through partners, improving channel coverage, and achieving assigned sales and gross profit targets.

- The position will work closely with internal Sales, Product/BU, Solution, Marketing, Finance, and Service teams to ensure effective channel execution and long-term partner development.

* Key Responsibilities:

A. Channel Strategy & Development

- Develop and execute channel sales strategies in line with the company's business objectives.

- Identify, evaluate, recruit, and develop new distributors, MDs, Dealers, SIs, resellers, and strategic partners.

- Define appropriate channel coverage by market segment, geography, customer type, and product portfolio.

- Develop partner business plans, sales targets, and go-to-market strategies.

- Identify potential channel conflicts and establish appropriate channel management approaches.

- Continuously assess channel performance and recommend actions to improve coverage, productivity, and profitability.

B. Partner Management

- Build and maintain strong relationships with key channel partners and strategic accounts.

- Establish regular business reviews with partners to monitor sales performance, pipeline, inventory, project opportunities, and business development activities.

- Understand partners' business models, customer networks, technical capabilities, and market coverage.

- Develop partner capabilities through product training, solution training, sales enablement, and joint customer engagement.

- Ensure partners understand and comply with the company's pricing, sales, warranty, and channel policies.

C. Sales & Business Development

- Develop and manage sales pipeline generated through channel partners.

- Drive partner-led opportunities from lead generation, qualification, specification, quotation, tender, negotiation, and closing.

- Work with partners to identify and develop new projects and customer opportunities.

- Conduct joint customer visits, presentations, workshops, seminars, and solution demonstrations with channel partners.

- Support partners in strategic project development and competitive positioning.

- Achieve assigned revenue, gross profit, and other sales KPIs.

D. Commercial & Channel Governance

- Monitor channel pricing, discount structures, deal registration, and project protection mechanisms.

- Maintain healthy channel pricing and minimize unauthorized discounting or channel conflicts.

- Review partner quotations and commercial conditions for strategic opportunities when required.

- Monitor channel inventory, sell-in, sell-out, and stock aging where applicable.

- Work with Finance and Sales Operations to manage credit, payment, and commercial risks.

- Ensure all channel activities comply with company policies and internal approval procedures.

E. Market Intelligence

- Monitor market trends, customer requirements, competitor activities, pricing, and channel movements.

- Provide regular market intelligence and channel feedback to management and relevant Business Units.

- Identify emerging market segments, new business opportunities, and potential strategic partners.

- Analyze competitors' channel strategies and recommend appropriate responses.

F. Cross-functional Collaboration

- Work closely with Product/BU teams to align channel strategy with product and solution priorities.

- Coordinate with Solution teams for technical support and partner enablement.

- Collaborate with Marketing on partner events, campaigns, seminars, and demand-generation activities.

- Coordinate with Supply Chain and Operations to support forecasting, delivery planning, and inventory management.

- Work with Service teams to ensure appropriate after-sales support through the channel.

Yêu cầu công việc

* Education: Bachelor's degree or above in Business Administration, Marketing, Engineering, Information Technology, or a related field.

* Experience:

- Minimum 5–8 years of B2B sales experience, preferably in channel sales, distribution, system integration, ICT, data center, telecom, electrical, power, industrial technology, or related industries.

- Proven experience managing distributors, SIs, EPCs, resellers, or strategic business partners.

- Experience in developing new channels and growing business through partners.

- Experience in project-based sales, solution selling, or tender business is preferred.

* Technical / Business Knowledge:

- Good understanding of channel sales models and partner management.

- Understanding of B2B sales processes and project-based business development.

- Familiarity with distribution, system integration, EPC, or reseller business models.

- Basic understanding of commercial concepts such as revenue, GP, pricing, discount, inventory, credit, and payment terms.

- Experience in ICT, Data Center, Telecom, UPS, Power, Cooling, or related technology markets is an advantage.

* Sales & Business Development:

- Strong hunting and business development capability.

- Ability to identify, qualify, and develop new business opportunities.

- Strong negotiation and closing skills.

- Ability to build and manage a sustainable sales pipeline.

* Channel Management:

- Strong partner relationship management skills.

- Ability to recruit, develop, motivate, and manage channel partners.

- Strong understanding of channel conflict and channel governance.

- Ability to build long-term win-win relationships with partners.

* Leadership & Collaboration:

- Strong stakeholder management and communication skills.

- Ability to influence partners and internal stakeholders without direct authority.

- Strong cross-functional collaboration skills.

- Able to work independently and manage multiple priorities.

* Analytical & Commercial Thinking:

- Strong commercial awareness and business judgment.

- Ability to analyze sales performance, pipeline, pricing, GP, and market trends.

- Data-driven and result-oriented approach.

* Communication:

- Good command of English, both written and spoken.

- Strong presentation and negotiation skills.

- Vietnamese language proficiency is required.

* Preferred Candidate Profile:

The ideal candidate is a business developer and channel builder, rather than only an account manager.

The candidate should demonstrate the ability to:

1. Build the channel – identify and recruit the right partners.

2. Activate the channel – generate opportunities and drive partners to market.

3. Develop the channel – increase partner capability, customer coverage, and revenue.

4. Manage the channel – maintain pricing discipline, avoid channel conflicts, and protect business opportunities.

5. Deliver results – convert channel opportunities into revenue and sustainable GP.

Experience with technology products, ICT infrastructure, Data Center, Telecom, UPS, Cooling, Power Solutions, or related B2B solutions will be highly valued.

* What Success Looks Like:

Within the first 12 months, the Channel Sales Manager is expected to:

• Establish a clearly defined channel development strategy.

• Build a qualified and productive partner ecosystem.

• Recruit and activate new strategic channel partners where required.

• Develop a healthy channel-generated sales pipeline.

• Generate measurable revenue and GP contribution through the channel.

• Improve market coverage and access to target customers.

• Establish effective partner governance and minimize channel conflicts.

• Build sustainable business relationships that can support long-term growth.

Quyền lợi

• Thưởng: 13th month salary, Year end bonus, annual salary increment, travelling allowance, phone allowance, overseas training
• Chăm sóc sức khoẻ: Bao Viet Health Care
• Nghỉ phép có lương: 15 days of annual leave after 1 year of service