Leader - Channel Development

Job purpose:
Lead the development and optimization of distribution channels (Dealers, Retailer, Sub Dealer, Fleet, etc.) to ensure sell-in and sell-out growth, expand market coverage, and improve channel operational efficiency in the tire industry.
Key Responsibilities
1. Channel Strategy & Planning
- Develop and execute channel strategies across key segments: Dealer, Retailer, Sub Dealer, End-user, Fleets.
- Analyze market trends, competitor landscape, and customer behavior to define strategic
direction
- Design and implement coverage expansion plans by region and channel
2. Channel Development & Expansion
- Identify, evaluate, and onboard new potential partners.
- Develop standardized channel models: Dealers, Multi brands tire shop, B2B partner (Fleets), Retail chain, Whole-seller
- Establish partner selection criteria, segmentation, and management framework
- Expand the FMC network to increase coverage in strategic areas, fill vacant areas, and reach
key dealers in region.
3. Channel Performance Management
- Monitor and manage channel performance
• Sales performance
• Service & operation standard
• Develop Sell-out performance management
- Development and implementation:
• Brand identity management ensure comply with Brand guild line.
• Channel support policies
• Collaborate closely with Sales teams to drive performance
4. Budget Management & Cost Efficiency
- Plan, allocate, and manage channel development budgets.
- Ensure effective and efficient use of budget aligned with business priorities and growth targets
- Monitor spending, track ROI, and optimize resource allocation across channel projects.
- Identify cost-saving opportunities while maintaining or improving program effectiveness
5. Channel Activation & Sell-out Support
- Work with Promotion, Brand, and Product teams to execute:
• In-store campaigns (POSM, promotions, activations)
• Sales promotion program to support sales
- Enhance customer experience at point-of-sale (visual merchandising, product display, sales
advisory)
6. Cross-functional Collaboration
Act as a key interface with: Sales (Sell-in) | Marketing (branding & activation)| Product (portfolio & positioning) |Procurement (Execute projects) |Finance (Budget management)
Develop internal processes to ensure efficient work execution and completion.
7. Team Leadership:
- Lead and develop the Channel Development team
- Set KPIs, coach team members, and drive performance management
- Build team capabilities in channel strategy, retail execution, and market insights