To Implement the aligned and agreed Channel Strategy & Development framework within the Region and collaborate with the Area and Global teams to develop and implement this strategy.

In allignment with all key Stakeholders being Global, Regional and Area implement the strategy by establishing Selling Excellence in Region.The transformation will be achieved by implementing the following: (NB: some examples and by no means an exhaustive list)

Way of Working:

-Collaborate with all stakeholders to agree the strategy and framework cross retail, distributor and operator channels. Implement the relevant supporting tools for countries.

-On a project basis support Areas to shape Nokias channels to optimize Nokias overall position across all channels.

Channel Strategy & Development

-Clearly articulating channel and partner priorities, and focus on high-value partners as per agreed guidance.

-Distribution framework clearly defining partner types, roles, capability requirements and KPIs (covering both value and volume business models)

-Retail framework including segmentation model, role of different channels and TCO principals covering all channels

-Strategic Partner framework defining key partner selection criteria and prioritization principals

-Ensure availability of local market intelligence

-Latest Long Range Business Plan

-Agree and implement local country channel strategy, structure.

-Monitor channel performance, coverage, Nokia and partner profitability, address channel conflict and ensure balance.

-Implement the Account Management framework and guidelines across

-Operators

-Distributors

-Large organized chains

-Small partner management - fragmented markets

-Support new sales planning approach

-Account plan checklist and standard review practice

-Identify priority customers in each market (based on selection criteria)

-Review local resources needed to manage the selected key accounts

-Set out the account engagement approach for each partner based on the Acct Mgmt frameworks

-Engage the customer and work up joint operative business plans

-Implement the account plans, coordinate actions and put in place regular account reviews

-Embed AM way of working, selling process and sellout focus in daily operations

-Implement the transshipment policy and monitor compliance

KPI Metrics:

-Project management as per agreed Milestones

-Compliancy

-Brand experience - REE results

-Listening to trade customer - LTC

-Customer satisfaction

-Sales results

Qualifications

-University degree , preferably masters

-Exposure to key APAC markets having requisite market knowledge i.e. key customers, competitors and local markets dynamics including retail and distribution landscape

-Senior channel & commercial background and leadership, very strong channel execution experience and skill

-Business insights (i.e. understanding of Customer, channel, competition & market, technology & services business and Nokia business strategy)

-Strong project management skills and milestone management.

-Experience in business planning and partner management

-Broad understanding of mobile communication, internet services, consumer electronics & traditional mobile phones business.

-Capability to drive action with sales impact through a big organization and wide geography

Value-based Skillsway of working

-Strategic and analytical thinking

-Channel and commercial experience,

-Leading & coaching

-Execution skill

-Influencing & networking

-Excellent presentation and negotiation skills.

- Open-minded, Dynamic and Business-oriented personality.

Professional Skills

This position requires candidates with exposure to key APAC markets and having the requisite local language skills (Mandarin Cantonese)

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