Channel Support Specialist - B2B

About the team

Support Channel Sales Managers (B2B) to proactively explore channel/customer business opportunities across OEM, FWS, CVO, and Industry segments to increase sales, strengthen brand presence at the point of sale, reduce operational costs, and optimize working capital - in alignment with channel/customer strategy. The role focuses on trade marketing planning and execution to drive growth and competitive advantage in B2B channels.

Key Tasks

• Strategy Alignment
• Seek to understand channel/customers' needs across OEM, FWS, CVO, and INDUSTRY segments and translate them into strategic trade marketing actions.
• Identify and implement solutions to optimize operations costs and working capital.
• Support Sales Managers in identifying new business opportunities and customer acquisition.
• Develop and execute trade marketing plans including promotions, incentive programs, and point-of-sale activations tailored to each B2B segment.
• Conduct or initiate research to understand customer behavior and competitive landscape where necessary.
• Performance Management
• Analyze channel/customer performance including volume, turnover, gross margin, and service levels.
• Identify root causes, develop action plans, and highlight performance insights to the CSM and broader commercial team.
• Facilitate performance tracking for trade and marketing program execution.
• Leverage financial, trade loan, ROI, and customer/product master data to assess and improve profitability.
• Monitor and evaluate trade marketing ROI and recommend optimization actions.
• Project Management
• Lead or support strategic trade marketing initiatives by developing project proposals, obtaining budgets, and aligning stakeholders.
• Act as a key facilitator to drive project execution across internal and external partners (distributors, workshops, OEM partners).
• Ensure solution development and delivery are aligned with customer/channel plans.
• Knowledge & Capability Development
• Identify internal and external capability gaps and coordinate with the capability team to address them.
• Build and maintain a central repository of trade marketing materials, program guidelines, and performance metrics.
• Drive communication strategies and ensure tactical deployment across teams and channel partners.
• OMS Responsibilities
• Leadership – Planning & Controls: Support risk identification and performance improvement planning.
• Organization – People & Competence: Develop team capabilities impacting operational performance.
• Performance Review: Analyze data and provide performance recommendations to ensure target delivery.

Key Challenges

• Balancing commercial agility with trade marketing effectiveness to drive profitability and customer satisfaction across diverse B2B segments (OEM/FWS/CVO/Industry).
• Ensuring cross-functional alignment and consistent execution of channel/customer strategies.

Experience required:

• Minimum 8–10 years of relevant experience, including:
• At least 3 years in sales, business development, or customer/channel management.
• At least 3 years in trade marketing, channel marketing, or B2B marketing.
• Proven experience in commercial performance analysis and project leadership.
• Project Management experience is an advantage.

Commercial Skills:

• Customer Profitability & Value Chain Understanding
• Customer Segmentation & Channel Management
• Sector, Market, Customer & Competitor Understanding
• LBM Performance Planning & Sales Management
• Trade Marketing Strategy & Execution

Technical Skills:

• Proficiency in Excel, PowerPoint, Data Analysis, Power BI, AI Augmentation
• Trade promotion planning and ROI analysis
• Market and competitive analysis