Area Channel Leader - TEBG

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Job Description:

Primary Responsibilities

Channel Workstream Framework Design and Governance

Lead the design and governance of the CHK TEBG channel workstream framework, including operating model, governance cadence, process standards, role clarity, key performance indicators, dashboard requirements, and escalation mechanisms.

Channel Strategy Alignment

Translate TEBG global channel priorities and CHK business objectives into structured channel frameworks, governance processes, and execution guidelines that can be consistently adopted by business and sales teams across China and Hong Kong.

Operating Rhythm and Governance Cadence

Establish and govern the operating rhythm for Joint Business Planning, Quarterly Business Reviews, performance reviews, and leadership alignment meetings. Ensure governance discussions focus on business outcomes, accountability, risk identification, and issue resolution.

Partner Performance Governance

Develop a structured approach to monitor channel partner performance, including partner segmentation, business contribution, productivity, growth opportunities, and execution quality. Provide insights, governance standards, and recommendations to business teams, while the relevant sales and business owners remain accountable for day-to-day partner execution.

Channel Inventory Tracking

Establish and govern a channel inventory tracking mechanism across key distributors, partners, and priority product lines. Improve visibility of inventory levels, inventory aging, sell-in/sell-out balance, and potential supply or demand risks. Partner with sales, supply chain, finance, and business teams to identify inventory-related issues and support mitigation planning.

POS Data Verification

Lead the governance process for POS data quality, including POS data verification, consistency checks, exception tracking and issue follow-up. Work with relevant stakeholders to improve POS data accuracy, strengthen reporting discipline, and ensure reliable channel insights for business decision-making.

POS and Market Insights

Drive the effective use of POS data, inventory data, pipeline information, and channel insights to identify market trends, growth opportunities, coverage gaps, and potential channel risks across China and Hong Kong.

Cross-Selling Framework and Portfolio Collaboration

Design and govern the cross-selling framework across priority segments, including electronics, automotive, and commercial graphics. Partner with TEBG portfolio owners and business teams to identify opportunity areas, define tracking mechanisms, and monitor progress. The role will provide structure and governance, while business and sales teams remain responsible for direct execution.

Customer Incentive Plan Governance

Provide governance and performance oversight for Customer Incentive Plan utilization. Ensure incentive plans are aligned with TEBG channel priorities, business objectives, compliance requirements, and measurable outcomes.

Market Coverage Assessment

Identify gaps in market coverage and recommend improvements to channel structure, partner capabilities, regional coverage, and commercial operating models across China and Hong Kong.

Internal Alignment and Stakeholder Engagement

Work closely with sales, marketing, GBS, supply chain, finance, legal, compliance, and other cross-functional teams to ensure channel frameworks, governance processes, reporting mechanisms, and partner activities are aligned with business priorities and 3M requirements.

Capability Building and Change Management

Build channel management capabilities across the CHK organization by developing governance tools, process guidance, dashboards, best-practice sharing, and standardized ways of working. Influence teams to improve channel management discipline and adopt scalable processes.

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