Channel Manager

Job Summary

We are looking for an energetic and highly motivated person to drive our Channel Management strategy and sales through Integrators in the Mexico market. You will ensure that ongoing actions and activities are planned and executed successfully. 
You will be working closely with Market Operations teams and the Key Component Support Hub to actively drive the growth of our Channel business. 
This is great opportunity for you to join our exciting journey to accelerate the Channel business in Mexico.
The position is based in Polanco, Mexico City
You may be required to travel 50% of your time regionally 
Tetra Pak is not sponsoring work visas or relocation for this position. 

What you will do

As a Channel Manager you will: 
 

• Establish approved Business plan for Growth of Indirect channels in line with overall Market plan. 
• Grow and maximize Tetra Pak Processing Components & Services market coverage and market share. 
• Responsible for Channel addition and on-going relations.
• Generate leads and opportunities by up/cross selling defined products/solutions & by updating them on new products. 
• Lead & opportunity management, cross selling and up selling and fact-based value selling, proposal, negotiate and close deals. 
• Lead Processing portfolio deployment of relevant solutions in dimensions of indirect channels. 
• Responsible for onboarding, engagement and experience of indirect channel accounts 
• Establish account plans for selected customers with periodical reviews of channel performance. 
• Leverages on digital platforms to drive engagement with indirect channel customers, promote Tetra Pak portfolio & build awareness and capability in the channel. 
• Implement at market level the Global channel strategy. 
• Development of internal awareness of Indirect Channels at market level 
• Select the appropriate portfolio based on Channel capability and channel business development strategy. Secure channel competence by providing trainings. 
• Secure strong collaboration with Services on channel activities and initiatives  
• Participate in industry meetings and maintain a network of connections through social networking, industry events, etc. with the objective of expanding the network of indirect channel accounts. 
• Lead and drive contractual agreement with Channels
• Actively participate to the alliance meeting
• Important teamwork capabilities to onboard necessary stakeholder for one company approach 
• Strategy, pricing and commercial practice have to be aligned with Service Director & Processing Director 
• Lead and drive good execution and quality delivery 

We believe you have

• Bachelor´s Degree in related field 
• 5+ years of experience working with Integrators and Channel Development
• Understanding of Customer's Business Strategy (including financial performance, business operations, industry trends, regulatory, environment value chain drivers & competitive environment) 
• Ability to Demonstrate good knowledge and apply Key Account Management methodology. 
• Ability to negotiate with customer using proven negotiation techniques and leveraging on Tetra Pak's Commercial conditions, Pricing, Contract terms & Authorization matrix relevant for that market or geography. 
• Ability to understand & analyze the financial result & risks involved in business opportunities and be able to make strategic choices that are sustainable. 
• Ability to translate fact base into annual business plan and strategy into actions. 
• Ability to build credibility with key decision makers & influencers in the customer's organization.
• English and Spanish is a must