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Strategic Channel Management – DACH (f/m/d)

Come join us as the latest addition to the team.

17 March 2023

This position is part of Regional Industry Management and reports to the Head of Regional Industry Management DACH.

In your role you will take over the following responsibilities:

Short Facts

  • Augsburg
    Augsburg, Germany
  • KUKA
  • Sales
  • Fixed term
    Fixed term


  • Defining an overarching regional Sales Channel Strategy for KUKA Robotics in the Region DACH with focus on the channels: Integrator/ System Partner, Distributor and E-Commerce Platforms.

  • Definition of Sales targets, revenue split for the different sales channels in alignment with Regional Management Teams.

  • Monitoring and analysis of Channel partner activities and sales results to derive additional measures and value propositions to engage further on above targets

  • For each Channel you define a clear strategy and guidance for the region. This includes
    - On/ Offboarding criteria and Process for Channel Partners
    - Individual Growth plans
    - Benefit structure
    - Pricing / Discount Guidelines
    - Templates for Channel Partner contracts

  • Responsibility for regional channel partner contracts and frame agreements.

  • Elaboration of regional measures and benefits (e.g. programs) for channel partners together with other stakeholders like Customer Service, Marketing, Portfoliomanagement, and R&D.

  • Coordination of processes to enable local execution of measures and benefits with sales representatives in the countries.

  • Ensure regular partner communication and events on regional level.

  • Support the improvement of customer experiences throughout different touchpoints and the lead generation from different platforms and channels.

  • Develop partner structure that supports different sales channels and partner roles (System Partner, Service Partner, Distribution Partner, Ecosystem Partner) together with Marketing (Logos, Partner Levels, etc)

  • Regional System Partner Program:

    • You will own the regional system partner program:
      - Maintain and develop the existing Official System Partner Program and align with all selling entities within the region to work within the given framework.
      - Develop further measures, features, benefits, and digital processes to improve the global partner management. Enable a sustainable business development with partners      and through long-term partnerships.
      - Support the continuous expansion of our customer base, increase the related share of wallet and opening of larger global channel accounts through the partner channel.

  • Distributors:

    • Define a regional concept for distributor business.

    • You will be responsible to oversee all business activities with distributors in order to avoid business conflicts with established sales channels.

  • E-Commerce Platforms:

    • In this role as Channel Manager you will also support and coordinate all activities related to our e-com platform within the region together with Digital Sales Office.

  • Customer Segmentation

    • Analysis of sales channel development in regards of customer mix, revenue development.

    • Evaluate buying potentials of existing customer groups within the defined channels and initiate measures in close collaboration with sales to increase the share of wallet and extension of defined customer groups

Application Requirements

  • High level English skills (spoken & written) is a must

  • Willingness for occasional travel

  • Strong analytical and structured skills and conceptional thinking

  • Profound technical knowledge in the area of CRM analysis and CRM controlling

  • Target orientation and clear goal setting

  • Hands-on-mentality, structured and focused working attitude

  • Working record in the field of eCommerce and digital customer interaction beneficial

  • Knowledge in pricing structures and contract preparations

  • Excellent communication and presentation skills on different hierarchical levels

  • In-depth business understanding of the following business domains: Sales, Customer Services, Marketing

What we offer

Great working environment

Start date: Immediately

Apply now online

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