Job Title: Channel Manager
Location: Southeast Asia Countries
Reports To: KSEA NBS Sales & Product Offering Development Manager
Role Purpose
Channel Manager is responsible to drive Business Growth (SoM, OR, Sales, Profitability) by increasing KONE market coverage thru Channel Partner & Distributor. Channel Partner is an external company appointed by KONE as distributor for specific segments (e.g. low-end villa / affordable housing) in SEA countries where KONE has direct presence. While Distributor is an external company appointed by KONE to market KONE-branded products and provide installation & maintenance service in the SEA countries where KONE has no direct presence.
Key Responsibilities:
Channel Partner & Distributor Network Expansion & Development
- Identify, onboard, and nurture Channel Partner / Distributor in assigned territories.
- Develop plans with Channel Partner / Distributor to grow SoM and improve competitiveness.
- Conduct regular business reviews to assess performance and align on growth objectives.
- Expand Channel Partner / Distributor networks with the right profile to improve market coverage
2. Sales Enablement & Support
- Ensure the right business process is in place to support Tender-Order-Delivery stages
- Collaborate with KSEA Frontline / Countries, GiantKONE, and APM to develop competence & offering
- Provide product knowledge, pricing strategies, and technical / commercial support to distributors.
- Ensure Channel Partner / Distributor have updated sales / marketing kits & support resources
- Assist Channel Partner / Distributor in tender preparation and project negotiations when required
- Coordinate with Sales Specialist / CSE / DelOps to manage tender, negotiation, and order booking
3. Performance Monitoring & Compliance
- Track Channel Partner / Distributor sales performance against agreed targets and KPIs.
- Monitor adherence to company policies, pricing guidelines, and brand standards.
- Implement corrective actions and improvement plans for underperforming Channel Partner / Distributor
4. Training & Capability Building
- Organize training sessions on product offerings, installation standards, and safety compliance.
- Support Channel Partner / Distributor in developing skilled sales and technical teams.
5. Market Intelligence & Reporting
- Gather market insights, competitor activities, and customer feedback through distributors.
- Map selected competitors’ go-to-market network, SWOT, target segments, approach, and SoM
- Provide regular reports and recommendations to management for strategic decisions.
- Drives usage of CRM / PRM for pipeline management
Qualifications & Skills
- Bachelor’s degree in Business, Engineering, or related fields
- Excellent stakeholder management and communication skills
- Proven experience of B2B Value-Selling sales or project-based business
- Hands-on proficiency in managing distributor business
Key Competencies
- Sales coaching & Enablement
- Analytical / problem-solving / decision-making skills
#LI-RJ
At KONE, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is recognized. In being a great place to work, we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life.
Read more on https://careers.kone.com/en/
