Partner Business Manager/Senior Partner Business Manager - FMCG

Job Title : Partner Business Manager/ Sr. Partner Business Manager

Reports To : Regional Business Head

Ensure penetration in the entire product range ; Build strong customer relationship thereby retaining leadership in the market

- Achieve revenue plan for A3 products

- Ensure penetration in Graphic Communications (GC) market, Build strong Customer Relationship and retain leadership in Production Colour and Mono market

- Achieve revenue and unit goals for A4 products and Supplies

- Revenue Performance as per plan

- Participation with preparation in PEP/PDP/1:1 process

- Adherence to SMP in daily work life

- Cross-functional initiatives in the way we work

Job Responsibilities :

- Deliver the revenue target from partners for all product lines within SMB Segment and from Volume partners for product and supplies

- Achieve Quarterly and Annual Revenue and GP plan for the territory. Focus on the segments assigned in the territory such as publishing/print shop/commercial printer, Photo-labs, Design Houses etc.

- Responsible for business development & account acquisition/ Retention and account growth within the defined geography.

- Responsible for customer and partner relationship management through effective implementation of AMP/SMP

- Provide monthly and quarterly forecast / OL from Partners within territory.

- Identify SMB accounts and align it to partners.

- Support partners to promote office products in the SMB market segment.

- Impart product training to the partner's field staff. Create a database of GA Industry for the territory. Engage regularly in GA associations, participate in local industry events.

- Retain Leadership in Production market and regularly update marketing team with competition activities/pricing/schemes.

- Identify and penetrate new accounts and new areas within existing accounts / defined territory

- Build effective business relationships at senior level with proven skills in high value negotiations.

- Ensure continued focus on maintaining 100% customer satisfaction by the identification and understanding of customer business needs and objectives.

- Monitor and increase colour and Mono volume in existing users to build incremental opportunity, roll out and implement the volume building programs in the territory

- Manage Graphic art markets (Quick Printers, Commercial printers, pre-press, publishers, SBO, Photo-lab) for equipment sales for entire product line.

- Ensure accurate reporting of activities, outlook and performance metrics using the sales management and reporting process.

- Enable the partner to meet his revenue plans.

- Conduct monthly business reviews for partners.

- Establish monthly forecast.

- Ensure geographic coverage through existing partners/new business partners

Background and Experience :

- 10 -14 years of relevant experience at various levels in Sales & Marketing (6-8 years of relevant experience in case of premiere institute)

- Knowledge of markets and segments

- Should have sound knowledge of the specific Industry and vertical

- Should have hands on experience in Channel Management

Education :

- Degree or equivalent

- MBA would be desirable

Attributes & Competencies :

- Communication & Presentation Skills

- Channel Management Skills

- Customer Relationship Management

- Inter Personal skills

- Financial & Commercial acumen