Description
Develops the strategy for managing third party sales outlets.
Ensures optimum commercial performance of the value-added resellers (VAR) channel through the provision of a coherent business and marketing strategy.
Defines the targets for volume, geographic coverage and the industry sector for VAR engagements and structures incentive programmes to achieve complimentary sales results.
Levels
Level 3
Acts creatively to influence the establishment of a VAR network.
Manages the identification and assessment of potential VAR members and sets up support procedures.
VARs managed to maximise business performance
Level 4
Exploits wide ranging skills in marketing and sales to create the organisation’s VAR strategy.
Establishes the processes by which VARs will be managed to maximise business performance.
Knowledge
The competition (what and where)
The market distribution across the field
Sales channel typologies (e.g. direct sales, VAR, web marketing)
Incentive policies
User experience of each channel type
Legal issues relating to channels and VAR organisations
Skills
Choose the best sales channel according to the product or solution being delivered
Define discounts according to the competitive environment
Select value added retailers based on thorough analyses, plan and make contacts
Monitor and supervise channel performances in line with sales forecast and able to define corrective actions if necessary
Apply web marketing methods
Functies met D.6. Channel Management competentie