Channel Operations Manager

The Opportunity

This role sits at the intersection of business strategy, commercial execution, and channel transformation. The successful candidate will partner closely with business leaders, sales teams, and channel partners across multiple Lines of Business (LoBs) to enhance channel effectiveness, improve market coverage, and unlock sustainable growth opportunities.

Rather than serving as a traditional channel operations function, this role acts as a strategic commercial partner to the business. The position is responsible for driving the evolution of channel management practices, improving partner productivity, and enabling businesses to achieve their growth ambitions through a high-performing channel ecosystem.

Operating within a matrix organization, the role requires strong stakeholder management and influencing skills to align diverse business priorities, drive adoption of best practices, and lead change initiatives without direct authority. Success will be measured by the ability to help businesses accelerate growth, optimize channel performance, and elevate channel management maturity across Greater China.

This position offers significant exposure to senior business leaders and broad visibility across the Honeywell Building Automation portfolio, providing a strong platform for future career development in Commercial Excellence, Business Development, Sales Leadership, Marketing, or General Management.

Qualifications

Experience

• Bachelor's degree in Business, Marketing, Engineering, or a related field.
• 8+ years of experience in Channel Management, Sales, Business Development, Commercial Excellence, or related commercial functions.
• Proven track record of driving business growth, improving commercial performance, or leading channel transformation initiatives.
• Experience working in B2B industries such as Building Automation, Industrial Automation, HVAC, Electrical, Energy Management, Technology, or related sectors is preferred.
• Experience operating in a matrix organization and collaborating across multiple business units is highly desirable.

Skills & Competencies

• Strong commercial acumen with the ability to connect channel strategies to business outcomes and financial performance.
• Demonstrated experience partnering with business leaders and sales teams to improve commercial performance, channel productivity, and go-to-market effectiveness.
• Excellent stakeholder management, communication, and presentation skills in both English and Chinese.
• Strong project management capabilities with a track record of driving complex initiatives from concept to execution.
• Ability to synthesize data, market insights, and stakeholder perspectives into clear recommendations and action plans.
• Self-driven, proactive, and comfortable working in a fast-paced and evolving business environment.
• Collaborative team player who can build credibility and trust across all levels of the organization.

Key Responsibilities

Business Partnership & Growth Acceleration

• Partner with Greater China business leaders and sales teams to develop and execute channel strategies aligned with business growth priorities.
• Identify growth opportunities, market coverage gaps, and channel productivity improvement opportunities across different business segments and regions.
• Support businesses in accelerating channel-led growth through targeted initiatives, partner development programs, and performance improvement actions.
• Collaborate with channel partners and internal stakeholders to develop go-to-market initiatives that drive customer acquisition and revenue growth.

Channel Excellence & Transformation

• Drive the continuous enhancement of Honeywell's channel management framework, governance processes, tools, and best practices across Greater China.
• Lead channel transformation initiatives aimed at improving partner productivity, channel effectiveness, and route-to-market efficiency.
• Develop and implement channel segmentation, partner development, onboarding, and performance management processes.
• Establish scalable and sustainable channel management practices that support long-term business growth.
• Promote adoption of data-driven channel management and commercial excellence methodologies across the organization.

Cross-Functional Leadership & Influence

• Influence and align stakeholders across Lines of Business, Sales, Marketing and other commercial functions to drive execution of strategic channel initiatives.
• Facilitate collaboration and sharing of best practices across businesses to elevate channel management capabilities and maturity.
• Effectively balance local business requirements with broader organizational objectives and channel management principles.

Performance Analytics & Business Insights

• Analyze channel performance, partner productivity, market coverage, and competitive dynamics to identify improvement opportunities.
• Develop actionable insights and recommendations to support business decision-making and commercial planning.
• Establish key performance indicators (KPIs) and performance dashboards to monitor channel effectiveness and business impact.
• Conduct regular business reviews and performance assessments to ensure continuous improvement and accountability.
• Leverage data and market intelligence to support strategic planning and channel investment decisions.