What Does a Channel Sales Manager Do?

What is the relationship between the channel manager and the regional manager? Should the regional manager obey the order of the channel manager? How does the channel manager work? In fact, these problems have already appeared in the process of the company's introduction of the product manager model, and the key lies in Many companies have not really understood the essence of "process". They are accustomed to the linear command relationship between superiors and subordinates. Only under the explicit instructions of superiors do they know what work they should do. Therefore, when they face the role of product manager and channel manager with the core functions of planning, coordinating, directing, and evaluating, they don't know what to do. Strictly speaking, channel managers and product managers are not in the "command-oriented" management type, but belong to the "process-oriented" management type. They cannot directly issue orders to the sales department because the sales staff can only have one direct supervisor. But by establishing management goals, business processes and management specifications. To guide the sales staff to complete the established work, and to dynamically assess and evaluate key links, to constrain and adjust the behavior of the sales staff as a whole. In essence, this is an "indirect" rather than "direct" management system.

Channel manager

Right!

What is the relationship between the channel manager and the regional manager? Should the regional manager obey the order of the channel manager? How does the channel manager work? In fact, these problems have already appeared in the process of the company's introduction of the product manager model, and the key lies in Many companies have not really understood the essence of "process". They are accustomed to the linear command relationship between superiors and subordinates. Only under the explicit instructions of superiors do they know what work they should do. Therefore, when they face the role of product manager and channel manager with the core functions of planning, coordinating, directing, and evaluating, they don't know what to do. Strictly speaking, channel managers and product managers are not in the "command-oriented" management type, but belong to the "process-oriented" management type. They cannot directly issue orders to the sales department because the sales staff can only have one direct supervisor. But by establishing management goals, business processes and management specifications. To guide the sales staff to complete the established work, and to dynamically assess and evaluate key links, to constrain and adjust the behavior of the sales staff as a whole. In essence, this is an "indirect" rather than "direct" management system.

Chinese name

Channel manager

Duties

Identify specifications, focus on processes, etc.

Including

In modern society, sales channels include

main duty:

1. Find potential partners.

2. Conduct business negotiations and sign contracts with potential partners.

3. Industry channel construction, channel management and

(1) Knowledge requirements: Channel managers generally require a bachelor degree or above in marketing or related majors, and have professional knowledge in marketing, product knowledge, industrial economy, public relations, and management skills development.

(2) Skills requirements: Good channel customer relationship management ability, reasonable goal setting and evaluation ability, familiar with the business of product marketing channel development and construction, good communication skills, language expression ability and independent working ability, Good market judgment and development ability, with strong observation, adaptability and financial ability.

(3) Experience requirements: It is best to have more than two years of working experience in sales management, have a deep understanding of marketing, and be good at integrating funds, resources and human resources.

(4) Professionalism: Have the ability to grasp the direction and overall situation, have a certain customer network, have a high degree of enthusiasm for work and good teamwork spirit, clear thinking, and willing to accept challenges.