Manager, Distribution Channel-South Asia

Job Location: India

Job Category: Sales

Job Schedule: Full Time

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Manager, Distribution channel – South Asia (India, SEA, Aus/NZ)

Updated: October 17, 2023

Company Overview

Motivated by unwavering values, and ingrained with a passion for innovation, Michelman is a global developer and manufacturer of specialized sustainable chemistry used in industrial and agricultural coatings, digital printing, consumer packaging, and advanced composites for automotive and aerospace. From helping grow food and keep it fresh, to making vehicles lighter and more fuel efficient, to shielding our homes from the elements, Michelman‘s environmentally conscious solutions protect and enhance the materials that shape our world.

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves on our values of integrity, respect, success, collaboration, curiosity, and giving. With our dedication to your technical and professional growth, in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways.

General Summary

Currently, Michelman has a great opportunity for a Distribution Manager - South Asia to join Michelman who will report to the Director Sales, South Asia. You will be responsible for managing; all the channel partner of South Asia territory to develop new and existing business opportunities through collaboration with marketing and sales team. The goal is integrating channel partner’s resources with Michelman’s resources to build a sales pipeline for future growth as well as, lead new products to commercialization. You will be responsible for revenue and margin growth in South Asia along-with sales team.  

Primary Responsibilities

• This position will provide create/execute clear distributor strategy, engage in dialogue with distributors in terms of performance expectation, (e.g. periodic and formal review).
• Collaborate with Channel partners and within organization for sustained growth of revenue and profit with them in South Asia region.
• Effective decision making on the opportunities to go after, decide on addition and omission of a distributor by closely monitor performance of a distributor and provide clear communication to them. This position will also reinforce efforts of territory managers and provide clear strategic direction to them when it comes to distributors.
• Recognize the opportunity within each channel partner (i.e. Distributors) and determine frequency of account visits. Understand each project's objective and the account's ability to commercialize new projects; assure win/win for key people within each account is established and met
• Collaborate with Sales Manager of an assigned territory, accountable for growth, development of new business opportunities and maintaining customer satisfaction
• Work with the Country Manager to plan and develop strategic direction of sales efforts, inventory management, invoicing, forecasting and special pricing and volume discounts to ensure distributors needs are met for current and future profitable growth.
• Work with Marketing and Technology to understand market trends, competitive products and pricing. Conduct promotional work to sell and develop new and existing business with channel partners.
• Perform related duties as assigned or as the situation dictates

Critical Competencies, Knowledge, Skills, and Abilities

• Demonstrate that they have high levels of self-motivation, initiative, interpersonal skills, and a true “hunter” personality
• Ability to collaborate with external and internal global teams
• Skilled at building sales pipeline and moving a prospect through sales funnel to develop new business
• Excellent problem solving, organizational, and prioritization skills
• Proficient in standard business office software
• Ability to quickly learn and use specialized business software (Michelman business intelligence, sales and marketing software)
• Excellent presentation, written and oral communication skills
• Able to perform financial calculations and create and manage budgets
• Ability to quickly achieve a thorough knowledge of Michelman products and their usage
• Technical expertise in water-based coatings binders and additives preferred

Education and Experience

• 12+ years’ experience in relevant industry with established relationships in the market place
• Multiple years of experience in handling distributors in a wider territory.
• Sales / Business Development background with a proven track record of sales growth in a territory or industry segment
• Bachelor’s degree in a science related field, e.g.: biology or chemistry; advanced business degree preferred
• Master’s degree in sales and marketing management is preferred.
• Experience in commercializing and launching new products.
• Strong chemistry knowledge or sales to Specialty Chemical Customers
• Experience in working with cross functional teams to drive new sales and revenue growth

Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties and skills required of personnel. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.

About Michelman

Michelman is proud of the values-focused work environment that we have crafted. We pride ourselves in our focus on our values of integrity, respect, success, collaboration, curiosity, and giving. With our dedication to your technical and professional growth in addition to our rigorous onboarding experience, we guarantee that you will find yourself challenged in new ways. We offer an excellent salary, incentive and benefits package in a dynamic, empowered team environment.

For more information about Michelman, please visit https://www.michelman.in/

It is Michelman, Inc. policy to seek and employ qualified persons in all jobs in a manner which will ensure equal employment opportunity as well as administer personnel actions in a manner as to not discriminate against any person on the basis of race, religion, national origin, age, sexual orientation or disability. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Michelman is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans

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