Essential Roles and Responsibilities

Channel Development – Distributors and gold partners (1st tier)

·         Develop sales budget for channels according to the company's business plan; 

·         Evaluate channels’ capability and potential based on their sales budget and business capabilities

·         Formulate the development of the business plan with the partners and implement it together with sales;  (Regional sales will report to the channel manager for the implementation)

·         Business focuses ( regions, industries), Approach plans, Marketing plans, Team building, Trainings, Channel policies( for 2nd tiers), Incentives,…

·         Work with other functional areas of the business such as Marketing and Tech Support to grow the business

·         Develop channel structure to support RC business growth;

·         Country Manager and Channel Manager to jointly develop and agree on the strategy

·         Follow up channels’ business activities to ensure its direction and activities matching RC overall strategy

 

Channel Development – 2nd Tier Channels

·         Regional/ key account sales team make business plan for 2nd tier channels together

·         The Channel Manager approves the business plan

·         Regional sales team to work with 2nd tier channels developing regional or vertical market

·         Regional sales will report to the channel manager for the development of the business plan

·         Support regional sales to develop 2nd tier channels for each region;

·         Regional sales will report to the channel manager for the development

·         Regional sales to develop vertical/ key account focused channels according to the company's vertical/key account development plan;

·         Channel to support the Regional Sales in this activity

 

Channel Management

·         Develop, with the Country Manager the Channel Policies for China

·         Ensure regional sign-off on the policies

·         Ensure that sure all channels understand and follow the company's channel policies

·         Ensure that all regional sales understand and follow the company's channel policies

·         Deal with and resolve any situations that develop when channel breaks channel olicies

·         Deal with and resolve any situations that develop as a result of channel conflict

·         This could include 1st Tier, Gold Partners, 2nd Tier and Regional Sales

·         Work together with Country Manager for any situation that the company's team member breaks channel policies and any requirements of the company

 

Authority

·         Prepare channel development plan

·         Prepare sales budget for channels

·         1st Tier and Gold Partners

·         Approve the 2nd Tier budget prepared by Regional Sales (with Country Manager)

·         Evaluate all channels and decide their position in the company's business

·         Supervise channel business activities

·         Ensure that channel activities comply with company guidelines

·         Work with Country Manager, Marketing, Tech Support and Regional sales in this area

·         Utilize Raritan resources to support channel development

·         Resources include Marketing Tech Support and Regional Sales

·         Develop and ensure adherence to channel policies

·         Deal with and resolve any case either channel or the company's member break channel policies

·         Report to company issues that are not company compliant

·         Final decision making for any channel conflicts in projects