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 asidentified

Key responsibilities include:

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

• Build andmaintainrelationships 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 pipelineobjectives and growth initiatives.

• Identify evaluate recruit and onboardadditionalqualified channel partners where.

• Coordinate joint marketing lead generation and business development activities.

• Ensure distributors effectivelyrepresentKardex 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 andidentifyemerging customer needs industry trends and competitive developments.

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

• Identifynew 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

• Bachelors 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.

• Proventrack recordof developing new business opportunities andacquiringstrategic 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 withinlogistics warehousing automation pharmaceutical manufacturing supply chain or industrial sectors.

• Existing network within 3PL distributionlogistics pharmaceutical or manufacturing industries.

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

• Familiarity with consultative and solution-based selling methodologies.