Recruit & develop channel partners to ensure their contributions to the achievement of EVNL’s business objectives.

KEY RESULT AREAS (KRA)

WEIGHTAGE

MAJOR ACTIVITIES

OUTCOME

Channel partner development & management

40%

1.     Implement and keep track marketing and rebate programs to motivate channel partners & achieve business objectives.

2.     Work closely with dormant resellers/master dealers/modern trade/online channel to reactivate.

3.     Identify potential reseller needs and interests

4.     Analyse channel partners’ sales and industry trends and make appropriate recommendations on strategies to improve/enhance sales.

5.     Work with product managers to manage channel partners’ price discount or sales promotion support requests.

6.     Active engagement of top 20% resellers/master dealers/modern trade/online channel to increase depth of sales.

1.     Achieve sales targets & other marketing objectives. Motivated channel partners.

2.     Revival of dormant resellers/master dealers’ sales.

3.     Effectively communicate benefits and opportunities available to meet needs and interests.

4.     Long-range planning needs are met.  Sales recovery and sales over-achievement.

5.     Timely response to channel partners’ request.

6.     Top of mindshare.  Increased sales.

Channel partner recruitments

30%

1.   Implement channel partner recruitment strategies for both offline and online.

-     Identify, profile & assess candidates

-     Undertake negotiations of terms & deliverables

-     Appoint

-     Conduct necessaries to have agreement

2.   Support resellers/master dealers/modern trade/online channel in their initial sales engagement activities.

1.   Partners recruited meets criteria & objectives. Channel agreement administered & signed timely.

2.   Resellers/master dealers are confident in their promotion of Epson products.

Marketing support

20%

1.     Participate in the setting up, manning and tearing down of public events like exhibitions, seminars, webinars & roadshows etc.

2.     Support product managers in providing product trainings to channel partners when required.

3.     Provide sales forecast to product managers to estimate requirements and closing sales.

1.     Event executed in timely & professional manner in accordance to objectives.

2.     Channel partners are confident and understand Epson products’ value well.

3.     Timely submission of fairly accurate sales forecast.

Reporting & administration

10%

1.   Attend all necessary scheduled/unscheduled meetings.

2.   Prepare & submit all required reports.

3.   Collect & analyse channel partners’ sales report.

4.   Collect all necessary supporting documents related to sales promotions to facilitate post-promotion administration.

1.      Positive outcomes with active participations in the discussions.

2.      Timely and accurate reporting.

3.      Insightful analysis of channel partners’ sales performance to support decision-making.

4.      Timely collection & submission of documents.