Bradfield Consulting - Our client is a multinational conglomerate with businesses in Electrification, Automation, Digitalization and Healthcare bundled into nine divisions and healthcare as a separately managed business. Due to ongoing growth and expansion, opportunity has arisen for a high caliber talent in the role of Training and Partner Manager.
The Training and Partner Manager is responsible for overseeing the following functions:
Training: Managing a power academy and training concepts. Managing department budget, with full responsibility for the P&L of the function. Strong focus on excellent delivery of a high quality training product, both to internal and external customers. Must have the ability to sell training courses and programs, and to achieve growth of the department through increased customer demand. Must also have a strong commitment to personal professional development of training partners, and process and delivery improvement through improved course content, highly skilled training partner personnel, and enhanced innovative use of technology.
Partner Management: Developing and leading business strategies that enable the partners to achieve their agreed revenue and profitability targets. Also responsible for business development of indirect channel (recruiting, screening/selection, and on boarding) of new distribution partners to address coverage needs. Planning, executing, and providing marketing and sales support to partners including organizing and driving promotions, running campaigns and launching new products through partners. This role is responsible for business results of indirect sales channels, new business development, and process/tool support (including Business Partner Compliance, Contracting, and Supervision).
Key Responsibilities for Training are as follows:
Key Responsibilities under Partner Management are as follows:
Business Management: Develop, monitor, and document annual partner business targets including both financial (PTA) and non-financial KPIs (Scorecard covering topics such as coverage expansion, win rate, customer satisfaction, etc). Conduct regular business reviews and funnel management activities to ensure predictable forecasting and forecast achievement. Develop long term growth plan for select partners aligned with the local strategy for the assigned product segment. Ensure comprehensive performance management for all partners including termination if necessary.
Partner Sales and Marketing Support: Support indirect channel sales with tools and insights, new product training, competitive information and positioning of solutions. Develop and get approval for annual price lists as well as any promotional pricing activities. Act as primary escalation path for partners for all marketing, training, and pricing topics. While not responsible to be a product expert across POC, must develop strong internal relationships and process know-how in order to ensure timely and adequate response to partner requests for support of all types.
Process Alignment and Tool Usage: Ensure overall professional CRM is applied to assigned partners depending on scope / size of business. Ensure compliance to all Partner Management process requirements. Drive contract process for new partners (with legal as primary support) and ensure timely contract update/ renewal. Work with responsible process owners to tailor local CRM tools (pricing configurators, etc) to partner needs and implement as per local strategy.
Indirect Channel Business Development: Drive development of indirect channel growth strategy in the countries. Actively seek opportunities for additional sales in new and/or uncovered markets by recruiting new partners or expanding coverage of existing partners. Conduct thorough market research as well as partner recruiting, screening and selection in order to expand coverage and ensure best possible portfolio of partner.
Relationship Management: Act as primary contact for cross-border partners for all operational and sales topics. Develop relationships across partner organizations. Ensure top partners have access to internal Sales/ Management team and are integrated into sales meetings / trainings where logical. Raise company’s profile among distributors by actively participating in appropriate industry events and promoting the company’s attractiveness as an OEM vendor to potential distributors.
Experience and Capabilities
Education, Knowledge and Skills
Interested and qualified? Go to Bradfield Consulting career website on bradfieldconsulting.has-jobs.com to apply