Channel Support Specialist - B2B

Key Accountabilities

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

Commercial Skills:

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

Technical Skills:

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

Soft Skills:

• Strong communication and stakeholder management
• Inclusive mindset, resilience, and agility to lead cross-functional projects
• Fluent in English (spoken & written), flexible to travel as required.

Education

·       Bachelor's degree in Business, Marketing, Management, Engineering or related fields.

Experience

·       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.