The world’s leading supplier of mineral-based specialty solutions for industry with 14,000 employees, operations in more than 40 countries, and €4.3 billion in revenue in 2022.
The PositionDistribution Manager
Developing and managing distribution Sales Channels, identifying key distribution partners to onboard in China, defining and running partner selection and onboarding process (RFQ)
Develop in conjunction with Sales and Marketing a defined Channel Marketing and Product Training plan.
Actively engage the local distribution network in China,Develop a competitive strategy on market trends and market share
Support the marketing department on planning and execution of marketing activities across the distribution chain to target different clusters of customers
Distributor management and relationship building
Provide an objective viewpoint based on an in-depth understanding of commercial and competitive information.
Execute and Manage Commercial Strategies (MSRP, Selected Distribution Criteria, partner set evolution in territory, channel compensation strategy)
Work closely with Segments and marketing to optimize/ rationalize Distribution/ agency network
Build up a performance management plan for distributors to achieve business objectives. Regular review for performance with distributors
Work with sales team for building up budget, pipeline and follow up opportunities
Conduct Annual distributor trainings, meetings
Build trusting relationships with key channel partners, end-customers and internal stake-holders.
Work with the team to build up and drive Distribution Strategy
Manage Channel to successfully have the correct level of order intake, inventory, and demand for Distribution activities
Background & Education Requirements:
Bachelor's degree in Engineering or Business related major
Minimum 8 years’ experience in Sales, Account Management or Business Development.
Minimum 3 years experience in channel management
Experience with refractory markets a plus
Strong negotiation and communication skills
Travel approx. 30%
Ability to positively influence others w/o direct reporting lines
Position TypeFull time
andFixed Term (Fixed Term)
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