APAC Channel and SEA Commercial Manager

JOB SUMMARY

The Regional Channel Sales Manager &South East Asia Commercial Manager is responsible for driving sales growth across the South East Asia region through effective channel management and commercial leadership.

The role develops and manages relationships with distributors, agents, and channel partners to increase market coverage, support customer growth, and deliver sales targets across products, spare parts, and services. Working closely with internal teams and external partners, the role is responsible for implementing sales plans, managing the sales pipeline, and supporting key business initiatives across the region.

In addition, the role leads the South East Asia commercial team, including Regional Sales Managers, providing direction, coaching, and support to ensure the achievement of regional order intake, revenue, and profitability targets. The position works closely with cross-functional teams to deliver business objectives and support continued growth across the region.

PRINCIPAL DUTIES AND RESPONSIBILITIES

The principal duties and responsibilities of this role include:

Channel Management

· Manage and develop distributor, agent, and channel partner relationships across South East Asia

· Identify gaps in market coverage and support the recruitment and onboarding of new channel partners

· Develop and implement sales plans and growth initiatives with channel partners

· Support sales growth across products, spare parts, services, and lifecycle offerings

· Build strong working relationships with customers, partners, and internal stakeholders

· Conduct regular business reviews with channel partners to monitor performance and identify opportunities

· Ensure channel partners operate in line with company policies and compliance requirement.

· Support the resolution of commercial and operational issues involving internal and external stakeholders

· Maintain awareness of market trends, customer requirements, and competitor activity within the region

· Attend customer and partner meetings, both virtually and in person

Commercial Team Leadership

· Lead, coach, and support Regional Sales Managers across South East Asia

· Manage regional sales performance against bookings, revenue, and margin targets

· Support the execution of annual sales plans across assigned territories and market segments

· Drive year-on-year order intake growth and improve commercial performance across the region

· Monitor sales activity and pipeline development to ensure achievement of business objectives

· Work closely with Operations, Engineering, Product Management, Customer Service, and other functions to support customer and business needs

· Promote consistent sales processes and effective use of commercial tools across the team

Planning & Reporting

· Maintain an accurate sales forecast and provide regular reporting to Commercial Leadership

· Manage sales pipeline activity using CRM tools and agreed sales processes

· Track commercial performance and identify areas requiring corrective action

· Lead the development and execution of tactical sales plans by product, channel, key account, and territory

· Understand the internal products/technology and demonstrate the advantages ahead of the competition to deliver results specifically on the life cycle model

· Maintain strong market awareness, including customer needs, industry trends, and competitor activity, to inform strategy and execution

KNOWLEDGE, SKILLS & ABILITIES

· Bachelor's degree in Engineering, Business Management or a related discipline

· Commercial and sales leadership experience within an engineering, industrial manufacturing, or process technology environment

· Proven experience managing channel partners and indirect sales models

· Demonstrated success leading and developing sales teams

· Excellent stakeholder management ,influencing, and negotiation skills

· Strong communication and relationship-building skills with customers, partners, and internal stakeholders

· Experience working effectively within multicultural and geographically dispersed teams

· Strong problem-solving skills and a proactive, results-oriented approach

· Proficiency in CRM systems (SAP C4Cpreferred) and Microsoft Office applications

· Fluent English, written and spoken

· Willingness to travel extensively throughout South East Asia