Purpose of the Position:

Reporting to the Head of Sales the person will: -

Win, develop, maintain, and expand relationships with Channel Partners across the assigned region in Kenya to continuously drive revenue growth (Acquisition and Retention).

 Key Internal Contacts

•  Marketing,
• Commercial Sales,
• Customer Experience Manager
• Customer Operations,
• Customer Value Management,
• Customer Experience & Care Manager

External

• Retailers,
• Distributors,
• Installers,
• Agencies,

Key Accountability

Strategy Execution

• Manage the whole Channel Partner network in Kenya
• Implement strategy and initiatives to grow the Channel Partners
• Achievement of Budgeted sales through Channel network
• Maintain and expand dealer channel/reseller network.
• Promote productivity of the field force
• Competition tracking and penetrate where competition exists
• Develop processes for working with the Dealers.
• Develop and maintains promotion programs for Dealers.
• Performs routine audits/satisfaction surveys of Dealerships across the country.
• Responsible for Dealer conflict resolution

Channel Management

•  Implement/monitor Channel Partner Growth Strategy
• Identify Channel partners.
• Work with distribution partners to build sustainable channels, both depth, and breadth to support subscriber growth expectations.
• Implement a channel enablement framework throughout all territories. 
• Develop dealer incentives jointly with Management, Marketing, Finance, by monitoring dealer requirements and requests on an ongoing basis.
• Ensure all dealer incentives are aligned with organizational goals
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners
• Manage the Direct Sales Scheme

Budget Management

• Manage budgets and maintain accurate and up to date channel plans.

Relationship Management

• Analyze the business and service performance, providing insight that will help Channel Partners and grow the business in accordance with set goals. 
• Monitor competitive effects and trends in the channel. 
• Ensure that each report is accurate, concise, and timely.

Reporting and Analysis

•  Analyze the business and service performance, providing insight that will help Channel Partners and grow the business in accordance with set goals. 
• Monitor competitive effects and trends in the channel. 
• Ensure that each report is accurate, concise, and timely.

 Performance Management

• Responsible for team strength & performance level (attraction, selection, retention & development of Sales team).
• Ensure alignment with Team strength, performance, and energy matched strategic requirements – under performers identified, improved or removed
• Ensure direct reports live Company ethics;
• Departmental goals understood and actively pursued by the team; work accountability clearly delegated
• Performance reviews are done regularly, everyone has a clear picture of current performance, a recognition is given where it is due and low performers are acted upon
• Coaching & Mentoring

Job Requirements

• Bachelor’s Degree, a minimum of 6 - 8 years in a Commerce, Business Administration or sales and marketing leadership role
• Strong financial acumen and experience in channel partner management
• Analytics and numeracy
• Deep sales & distribution knowledge
• Commercial experience in Kenya

Technical Competencies

• Commercial Acumen
• Financial Management
• Negotiations Skills
• Customer Relationship Management
• Developing the Value Proposition
• Product/Brand Knowledge
• Financial Management
• Risk Management
• Governance and Compliance

Behavioral Competencies

• Persuading and Influencing 
• Networking
• Negotiation Skills
• Future Oriented

How to Apply

Interested candidates are invited to send their CV and/or cover letters through ethiojobs. 

Only shortlisted candidates will be contacted.