Head of Channel Management

OQ

Job purpose

Globally responsible for the execution of the channel to market strategy, aligning and managing all activities between channel partners and OQ commercial and technical teams covering all market segments within the company portfolio.

Leading the streamlining and managing of all indirect sales channels including Agents, Distributors and Traders, with a centralized approach, by driving agreed standards for channel partners and implementing dedicated performance criteria and measurements to ensure the optimization of all channel activities; supporting Global Marketing goals & targets, driving profitability by.

1. Managing the indirect sales channel selection and evaluation process
2. Drive indirect channel partners performance according to agreed targets including gap closure and reporting
3. Implement gap closure recommendations to support sales volume, grade mix and profit goals and objectives
4. Deliver commercial boundaries to indirect channel sales teams.
5. Leading and managing all regional indirect channel sales activities

The position will act in accordance with the Group s Mission, Vision, Values & Strategies, as well as, policies, guidelines, and international standards, supported by an IT Technology platform, HSE standards, Omani s government & other legal justifications, and best international practices in consonance with national objectives.

Main tasks and responsibilities

Indirect Channel Management

• Manage the indirect channel sales process, execute selection, evaluation, and incentive criteria for channel partners.
• Manage the performance of (current and future) channel partners, select and develop appropriate channels and distributors for profitable growth at the global level, for product groups or future market segments
• Drive sustainable relationships with key channel partners, set objectives, and develop programs and marketing initiatives to build win-win competence, achieve targets and improve performance
• Develop channel management strategies, policies, and programs that support the increase in sales and profitability
• Manage the interfaces to relevant internal departments and assure adequate support structures and processes
• Operational responsibility for all distribution policies and processes. Ensure legal alignment with any policy changes. Define and manage the distributor tiers
• Manage performance evaluations, enforce KPIs, and ensure corrective actions are taken as needed and monitored.
• Develop creative incentive programs to further drive growth amongst channel partners
• Communicate across leadership performance results of the Channel partners including recommending performance gap closures and actions to enable strategic decision-making
• Drive commercial initiatives including new market entries and new product launches via channel partners.
• Direct all communications between internal teams and external partners for all channel-related matters.

Education requirements

Bachelor s degree in Business, Engineering, Marketing, Management or similar.

Language requirements

English fluent is the minimum requirement, local language depending on position location

Background and experience

Competencies and skills

• +10 years of overall experience in the polymer industry
• Influence and integrate with individuals and across teams to execute against strategic plans and drive profitable growth
• Collaboration skills especially in interaction with cross-functional partners

• Global or key account management experience including indirect channel management techniques required.
• Good knowledge of polymer manufacturing and conversion techniques
• Broad knowledge of polymer and upstream industry drivers including market intelligence gathering and use.
• Strong understanding of marketing strategy, planning issues, budgeting, priority setting
• Strong understanding of sales success techniques, strategies as well as sales force management and motivation techniques.
• Experience navigating complex work processes, tight timelines, and changing teams
• Ability to understand customer needs and translate it into new products and services
• Strong Commercial expertise, including contract, formula price calculations.

• Ability to define new processes and capabilities demonstrated comfort with ambiguity and willingness to lead in an uncertain environment

• Can think creatively and develop value propositions for services and products.

• Strong management & leadership skills to lead all aspects of strategy process
• Able to work collaboratively across all levels.
• Excellent interpersonal skills and multi-cultural sensitivity.
• Experience leading a team of professionals, preferably sales teams in the polymer industry
• Experienced in resource control and general management

Technical:

• Computer literate with expertise in MS Office.
• Polymer sales
• Industry Marketing (development & Segments)
• Strategic planning and marketing

• Financial literacy
• Channel Management techniques
• Implementation of Projects