Overseas B2B Channel Sales Manager

Position Summary

This role is responsible for overseas B2B customer development, channel expansion, customer relationship management and sales growth. The focus is on developing and managing distributors, retail buying teams, system integrators, VAR/MSP partners, corporate procurement customers and vertical industry customers in sectors such as education, government, healthcare and enterprise IT.

This is not a Marketplace operations role. The core objectives are customer development, channel partnership building, project execution, order conversion and long-term account growth.

Key Responsibilities

Overseas B2B Customer Development

• Develop overseas B2B customers, including IT distributors, regional agents, retail buying departments, system integrators, VAR/MSP partners, corporate procurement customers, vertical industry customers, OEM/ODM project customers and local channel partners.
• Build a stable overseas customer pipeline through email outreach, phone calls, LinkedIn, trade shows, customer visits and industry databases.
• Create customer development plans for target countries or regions and drive continuous progress.

Channel Expansion and Partnership Development

• Promote the company products into overseas B2B channels, including distribution networks, retail purchasing systems, corporate procurement, government and education procurement, system integration projects and vertical industry solutions.
• Manage the full business development process, including initial contact, needs analysis, product recommendation, quotation, sample arrangement, commercial negotiation, contract follow-up and order closing.
• Design suitable cooperation models for different customer types, such as distribution, agency, annual purchasing framework, project-based cooperation and customized solutions.

Customer Relationship Management and Account Growth

• Maintain and deepen relationships with existing B2B customers, improving customer satisfaction, cooperation depth and repeat purchase rate.
• Regularly follow up on customer sales performance, inventory status, market feedback and future purchasing plans.
• Drive growth through new product introduction, product line expansion, joint promotion, channel training, project orders, regional agency cooperation and key account customization needs.

Sales Target Achievement

• Develop and execute sales plans based on annual, quarterly and monthly sales targets.
• Own B2B customer order conversion, contract signing, shipment coordination and payment collection follow-up.
• Build customer sales forecasts to improve order stability and sales predictability, while coordinating with finance to control credit and payment risks.

Market and Competitor Intelligence

• Collect information on target market channel structures, customer needs, pricing systems, competitor dynamics and industry trends.
• Provide regular updates on target customer lists, channel entry requirements, purchasing models, price ranges, competitor sales activities, customer pain points and business opportunities.
• Support product planning, pricing strategy, channel policy and marketing decisions with market insights.

Internal Coordination and Sales Process Management

• Work closely with product, marketing, after-sales, supply chain and finance teams to provide customers with product materials, quotations, samples, sales training, marketing assets, after-sales policies and delivery support.
• Maintain customer profiles, communication records, quotation history, project progress and sales forecasts in CRM or internal customer management systems.
• Submit weekly customer development reports, monthly sales forecasts, key account progress reports, market and competitor feedback, and payment/order risk alerts.

Qualifications

• Bachelor degree or above; majors in International Trade, Business English, Marketing, Electronics, Computer Science or Business Administration are preferred. Strong candidates may be considered even if they do not fully meet the academic requirement.
• At least 3 years of experience in overseas B2B sales, channel development, international trade or key account development.
• Fluent English communication skills, including business emails, conference calls, video meetings, product presentations, quotation negotiation, contract communication and customer visits.
• Strong ability to develop new overseas customers and build relationships from zero to one.
• Good understanding of overseas B2B channel models and customer types, including distributors, resellers, retail buyers, VARs, MSPs, system integrators, corporate procurement teams and education/government/healthcare procurement customers.
• Strong commercial negotiation, pricing, credit term negotiation, contract negotiation and project execution capabilities.
• Result-oriented, proactive and able to work under sales pressure; willing to travel overseas, visit customers, attend trade shows and communicate across time zones.

Preferred Qualifications

• Experience in European or North American B2B channel development.
• Existing resources with IT distributors, retailers, system integrators, VAR/MSP partners or enterprise customers.
• Sales experience in PC, Mini PC, laptop, server or IT hardware products.
• Familiarity with channel customers such as TD SYNNEX, Ingram Micro, ALSO, Exertis, Westcoast, D&H, CDW, B&H, Micro Center, MediaMarkt, Fnac and Cdiscount.
• Overseas working, studying or local sales experience.
• Ability to independently create English product proposals, customer outreach emails and sales presentations.
• Experience in regional agency cooperation, annual framework agreements or project-based orders.