Business Development & Channel Manager, Southeast Asia

1. Strategic Business Development & Key Account Management 

Develop and execute market penetration strategies targeting high-potential customers within: 

• Third-Party Logistics (3PL) 

• Distribution & Fulfilment Centres 

• Pharmaceutical Manufacturing 

• Other strategic industry segments as identified 

Key responsibilities include: 

• Identify, prioritize, and develop strategic target accounts across Southeast Asia. 

• Build and maintain relationships with senior decision-makers, including Operations, Supply Chain, Logistics, Engineering, Manufacturing, and Executive Management. 

• Develop and manage a robust pipeline of automation and intralogistics opportunities. 

• Lead customer engagement activities including prospecting, discovery workshops, site visits, solution presentations, and commercial negotiations. 

• Collaborate closely with solution consultants, project teams, and regional stakeholders to develop customer-specific solutions and proposals. 

• Position Kardex as a trusted advisor and preferred automation partner within target industries. 

• Drive opportunity progression from lead generation through order closure. 

• Achieve annual order intake, revenue, and pipeline generation targets. 

2. Channel Partner Development & Market Expansion 

Drive sustainable business growth through existing and future distributor partners. 

Key responsibilities include: 

• Manage and develop strategic relationships with existing distributors. 

• Conduct regular business reviews focused on sales performance, pipeline development, market opportunities, and growth plans. 

• Support distributors through joint customer visits, opportunity qualification, solution positioning, and commercial negotiations. 

• Deliver product, sales, and commercial training to strengthen partner capabilities. 

• Develop and execute annual business plans with channel partners, including sales targets, pipeline objectives, and growth initiatives. 

• Identify, evaluate, recruit, and onboard additional qualified channel partners where required. 

• Coordinate joint marketing, lead generation, and business development activities. 

• Ensure distributors effectively represent Kardex solutions, value propositions, and brand standards. 

• Establish a disciplined channel management framework with clear performance expectations and accountability. 

3. Market Development & Strategic Growth 

• Develop market intelligence and identify emerging customer needs, industry trends, and competitive developments. 

• Build relationships with industry associations, consultants, system integrators, and key influencers. 

• Identify new market segments and growth opportunities for Kardex solutions. 

• Support regional growth initiatives and strategic projects across Southeast Asia. 

• Contribute to long-term market expansion and business development strategies. 

Qualifications & Experience Required 

• Bachelor's Degree in Business, Engineering, Supply Chain, Logistics, or a related discipline. 

• Minimum 7 years of experience in business development, key account management, channel management, or B2B solution sales. 

• Proven track record of developing new business opportunities and acquiring strategic customers. 

• Experience selling capital equipment, industrial automation, warehouse automation, material handling, intralogistics, or related solutions. 

• Experience working with distributors, dealers, or channel partners. 

• Strong commercial negotiation, presentation, and stakeholder management skills. 

• Ability to work independently in a growth-oriented environment. 

• Willingness to travel regularly across Southeast Asia. 

Preferred 

• Experience within logistics, warehousing, automation, pharmaceutical manufacturing, supply chain, or industrial sectors. 

• Existing network within 3PL, distribution, logistics, pharmaceutical, or manufacturing industries. 

• Experience managing multi-country business relationships within Southeast Asia. 

• Familiarity with consultative and solution-based selling methodologies.