Job Responsibilities
Distribution business growth: Develop and achieve regional distribution revenue targets, driving continuous scale growth.
Building a distribution partner pipeline: Plan and develop a healthy and sustainable distribution partner and distribution engineering partner pipeline.
Capabilities of distribution partners enhancement: Promote channel penetration and network coverage, and improve inventory turnover and end-user shipment efficiency.
Managing key partners: Identify and develop key distributors and high-potential partners (seed partners), achieving capability enhancement and scale breakthroughs.
Maintaining the distribution market order: Design and implement pricing systems, rebate policies, and incentive mechanisms to ensure channel order and profit margins.
Accountable for GTM implementation: Collaborate with marketing and product teams to effectively execute new product launches, marketing activities, and solutions on the channel side.
Responsible for the health of the distribution business: Manage the distribution pipeline, optimize inventory structure, capital turnover, and risk control.
Experience Requirements
Bachelor's degree or higher, with preference given to majors in communications, electronics, computer science, or related fields.
More than 5 years of experience in distribution sales in the ICT/data communication/surveillance/IT industry, with experience working for leading vendors or top-tier distributors.
Experience in managing distribution operations in regional/national markets, with familiarity with the distribution markets in Central Asia and the South Caucasus.
Experience in building mature distribution systems or expanding key distributors (e.g., developing top-tier distributors and expanding the channel network).
Familiarity with the operational mechanisms of distribution business (inventory management, pricing systems, rebates, and incentive policies).
Clear performance proof: Experience in achieving distribution sales volumes of US$10 million or more is preferred.
Competency Requirements
Channel development capability: Ability to build a channel network from scratch or from one to many.
Business management capability: Ability to systematically design distribution strategies and drive efficient cross-team implementation.
Business analysis capability: Ability to gain business insights, make forecasts, and optimize decision-making based on data.
Partner management capability: Ability to establish long-term win-win relationships with distributors, enhancing partner engagement and loyalty.
Cross-team collaboration capability: Ability to effectively coordinate resources from multiple roles such as sales, marketing, and product teams to achieve a closed-loop of objectives.
Market insight capability: Understanding of SME/SMB market needs and ability to develop competitive channel strategies.
Execution and results orientation: Clear goals, strong sense of pace, and ability to consistently achieve results under pressure.
Other Requirements: Willingness to accept international business travel among Central Asia countries