The Channel Manager is responsible for partnerships, existing or to be set up. Its mission is to directly manage distribution contracts with wholesalers and integrators, prescribers and partner relations with companies having an additional service. They may need to train the sales force of their distributors. The best profiles demonstrate a fine ability to analyze a market and excellent commercial skills when dealing with non-exclusive distributors. They set up challenges, special offers or even communication operations.
The Channel Manager is responsible for improving customer consumption; plan and implement customer presentations, oversee account profiles, monitor competitor activity, facilitate all communications with resellers, create plans to increase market share and communicate channel activities. It provides systems and creates the management of partners. The Channel Manager is constantly learning different sales techniques and information about new products relevant to his industry. It provides monthly estimates and pipeline reports. The Channel Manager stays informed of his company's competitions, their products and issues.
In this capacity, he usually attends trade shows, seminars, product launches and other events related to his industry. He ensures that the documentation of presentations, financial reports, supplier contracts, quotes and other documents are prepared. He leads contractual negotiations with clients. They are responsible for planning and communicating in the designated channel. He leads and markets the business, ensuring proposals are 'off the shelf' and executed on time and on budget.
The Channel Manager's soft skills are:
The Channel Manager usually comes from a business school training with a specialization in marketing, media or communication.
The Channel Manager can evolve by shifting to a Sales Manager position or Marketing positions. He can also progress by becoming an international Channel Manager or Regional Sales Director or Commercial Director.
Junior: 35-45 K € (0 to 3 years of experience)
Confirmed: 48-70 K € (3 to 6 years of experience)
Senior: 70-90 K € (6 years and over)
To note :
The variable is on average between 15 and 20% of total compensation
As a recruitment firm specializing in the French digital sector, we are a privileged witness to trends and salary developments in commercial positions. Each year, we offer a Salary Study for Sales professions.
You can read our 2021 study here.
Le Channel Manager est le responsable des partenariats, existants ou à mettre en place. Sa mission est de gérer directement les contrats de distribution avec les grossistes et intégrateurs, les prescripteurs et les relations partenaires avec les entreprises ayant une prestation complémentaire.
A l’heure où la concurrence est de plus en plus importante (compétitivité, diversité de l’offre), l’entreprise doit apporter une vraie valeur ajoutée au niveau de la qualité du service qu’elle fournit à son client.
Dans un contexte de durcissement de la concurrence, le Business Developer, également appelé commercial ou Business Development Manager, va essayer d’atteindre un objectif en mettant en place un plan stratégique.