Business Development & Channel Manager

The Kardex Group is one of the world's leading manufacturers of dynamic storage, retrieval and distribution systems. Our more than 3,000 employees worldwide develop and manufacture logistics solutions that are used in many different sectors such as industrial manufacturing, retail and administration.

Kardex is seeking a motivated self-starter to join our New Business Team in the role of Business Development & Channel Manager – Southeast Asia, to be based in Singapore. Location of work be at Jurong East (on-site).

Key Responsibilities

1. Strategic Key Account Development (Singapore)

Develop and execute a focused market penetration strategy targeting high-potential customers in:

• Third-Party Logistics (3PL)
• Distribution & Fulfilment Centres
• Pharmaceutical Manufacturing

Key responsibilities include:

• Identify and prioritize strategic accounts within target industry segments.
• Build relationships with senior decision-makers including Operations, Supply Chain, Logistics, Engineering, and Executive Management teams.
• Develop and manage a robust sales pipeline of automation and intralogistics opportunities.
• Lead customer engagement activities including discovery meetings, site visits, solution presentations, and commercial negotiations.
• Collaborate with solution consultants and technical teams to develop customer-specific proposals.
• Establish Kardex as a preferred automation partner within target industries.
• Achieve annual sales and pipeline development targets.

2. Distributor & Channel Partner Management (Indonesia & Philippines)

Drive sustainable business growth through existing and future channel partners.

Key responsibilities include:

• Manage and develop existing distributors in Indonesia and the Philippines.
• Conduct regular business reviews to monitor performance, pipeline development, and market opportunities.
• Provide sales coaching, product training, and commercial guidance to partner sales teams.
• Support distributors in customer engagement, opportunity qualification, solution positioning, and closing activities.
• Jointly develop annual business plans and growth strategies with channel partners.
• Identify, evaluate, recruit, and onboard additional qualified distributors to expand market coverage.
• Ensure channel partners maintain strong knowledge of Kardex products, solutions, and value propositions.
• Coordinate marketing, lead generation, and business development activities with partners.

Qualifications & Experience

Required

• Bachelor's Degree in Business, Engineering, Supply Chain, Logistics, or related discipline.
• Minimum 5–8 years of experience in B2B sales, business development, key account management, or channel partner management.
• Experience selling capital equipment, industrial automation, material handling, warehouse automation, intralogistics, or related solutions.
• Proven track record in developing new business opportunities and strategic customer relationships.
• Experience working with distributors, dealers, or channel partners.
• Strong commercial negotiation and presentation skills.
• Ability to travel regularly within Southeast Asia.

Preferred

• Experience in logistics, warehouse automation, ASRS, pharmaceutical manufacturing, or supply chain industries.
• Existing network within 3PL, distribution, logistics, or pharmaceutical sectors.
• Experience managing cross-border business relationships in Southeast Asia.

Competencies

• Strategic business development mindset
• Consultative selling skills
• Key account management expertise
• Channel partner development
• Relationship building and stakeholder management
• Commercial acumen
• Self-motivation and entrepreneurial drive
• Cross-cultural communication
• Results-oriented execution