Global Channel Management Leader - Water Solutions

at  Dupont

At DuPont, we are working on things that matter; whether it’s providing clean water to more than a billion people on the planet, producing materials that are essential in everyday technology devices from smartphones to electric vehicles, or protecting workers around the world.
If you would like to be a part of a premier multi-industrial company that is delivering sustainable solutions that bring real purpose and value, of a company with collaborative spirit because it believes that we work best when we work together as a team and values the diversity of thought, then DuPont is the company for you!

Have the Opportunity to chart your own course, challenge yourself, and acquire new capabilities to build a rewarding and fulfilling career. We reward employees with competitive pay and incentives to recognize skills, competencies, and contributions to business results.
Get to Experience a collaborative environment where teamwork is celebrated with flexibility that enhances balance and an inclusive atmosphere that is welcoming to all!
Get to know our Purpose and make it yours by bringing innovations to market that improve the world, share a commitment to sustainability that makes our planet better and give back to communities in which we work and live.
DuPont Water Solutions (DWS), a $1.5B global business, focused on solving global challenges in water purification, conservation, and reuse as well as purification solutions throughout the life sciences industries. DWS serves its thousands of customers in diverse markets through three major market segments, Industrial Water & Energy, Drinking Water & Desalination, and Life Science & Specialties.
DWS provides the broadest, proven, end-to-end portfolio of water-treatment and separation technologies for the production and purification of the most commercially important products around the globe. DWS is expanding our participation aligned to the megatrends such as health & wellness, sustainability and digital and we remain uniquely positioned to solve the increasing challenges created by global population growth and increasing water stress.
Reporting to the Global Marketing & Innovation Leader for the DuPont Water Solutions business, the Global Channel Management Leader (CML) will be responsible for developing and leading the global channel and distribution strategy to achieve financial goals, maximize innovation-led growth programs and minimize channel conflict while maximizing channel performance for our distributors, OEMs, and other third-party organizations.
As a channel functional expert, the CML will lead a team of regional channel managers and provide coaching as well as subject matter expertise developing an enhanced toolbox of channel management capabilities. The CML is expected to be a subject matter expert in implementing a formalized effective channel program that assesses, designs, onboards, trains, motivates, retains, rewards, measures and evaluates our regional channels by market segment, region, and technology. Deliverables will include documented channel execution plans by region with defined and measured KPIs and alliance, loyalty, and incentive programs to drive partner engagement and increase sales performance aligned with global and regional marketing strategies.
The CML will optimize the go-to-market channel strategies, developing and aligning the global and regional marketing strategies, to ensure collective achievement and execution of year-over-year growth driving demand creation as well as innovation-led growth programs and for supporting the commercial organization through the execution of distribution/supply, trademark license agreements (TMLA) and rebate contracts ensuring each channel partner has properly executed agreements.
The CML will coordinate with various teams such as product management, marketing and the commercial organization to align on channel critical success factors by market, technology and region to achieve market channel regional revenue and growth.
Please note our leadership team does work a hybrid schedule which is 3 days onsite and 2 days remote. Candidates should live within a commutable distance to one of our water offices or technical centers around the world. Preferred locations are Shanghai, China, Marina Bay, Singapore, Wilmington, DE USA, Edina, MI USA, Chauny, France, Paris France, Greiffenberg, Germany, Tarragona, Spain, or be willing to relocate to the areas.
Responsibilities:
Development of a comprehensive and executable channel strategies focused on optimizing growth and minimizing channel conflict that ties into the overall DWS business strategy
Lead and coach a focused channel team to deliver agreed upon goals and results. Attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, manage team performance and enable development of all team members. Improve work processes and elevate the team’s competencies to help deliver results and a positive employee experience.
Define and measure specific KPIs and scorecards for each channel partner to achieve revenue and increase market share and partner with regional commercial leaders on evaluating and tracking performance on a market segment-technology basis
Provide subject matter expertise to support the regional commercial leader’s execution of distributor/supply, trademark license agreements and rebate contracts ensuring each channel partner has properly executed agreements aligned to market segment-technology strategies and ensure compliance.
Ensure that channel partners are effectively trained and equipped with the necessary marketing collaterals and tools to promote our products.
Develop and lead the execution of alliance, loyalty and incentive programs to drive partner engagement and increase sales performance aligned with global and regional marketing strategies.
Bring forward channel partner needs and preferences to identify and capture market trends, competitive pricing, and competitive intelligence to influence forecasted demand
Build and maintain productive business relationships with channel partners including a multi-level contact strategy.
Be decisive, laser focused and act with a sense of urgency on efforts that most contribute to delivering our goals while being a change agent, modeling the appropriate behaviors in the business to deliver growth.
Qualifications:
Demonstrated channel sales success and demonstrated work experience in setting up a channel management program.
A leader who naturally connects and builds strong relationships with others, demonstrates strong emotional intelligence, and possesses the ability to communicate clearly and persuasively.
A people manager with experience successfully leading and coaching a team of marketing professionals.
A highly motivated and results-driven professional with excellent interpersonal skills, business and financial acumen.
A change agent who conveys a sense of urgency and drives issues to closure.
Solid organization skills including attention to detail and multi-tasking skills. Strong project management expertise. A strategic thinker.
Excellent written and verbal communication skills.
A bachelor’s degree is required in a business or technical field; MBA strongly preferred.
+10 years of channel management experience
+5 years’ experience in B2B marketing
Ability to travel up to 25% of time.
Working in multi-cultural, multi-region experience preferred.
Preferred experience in water treatment technology
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