To develop, win, maintain, and expand relationships with Channel Partners across Ethiopia to continuously drive revenue growth (Acquisition and Retention).
Key Accountabilities and Contacts
Internal:
Marketing, Commercial Sales, Customer Care, Customer Operations, Digital Enablement, Customer Value Management, Customer Experience & PMO, Strategy, CII, Legal, Regulatory, Finance, HR; BTD
External:
Retailers, Distributors, Decoder Manufacturers, Installers, Agencies, Hospitality Industry and other businesses.
Key Performance Objectives
Sales Target'
Ensure achievement of sales target
Implement Sales plan
Meet assigned sales quotas and cover designated targeted market segments
Understand the business environment in which the company finds itself and assists in collating marketing information where necessary that might be useful for strategic planning efforts.
Maintain awareness of sales activities in assigned territory.
Give feedback of competitor’s activities and changes experienced
Implement Sales plan within assigned territory
Development of New Markets
Identify business opportunities
Prospect leads and initiate contact with the leads
Supports supervisor in developing new market opportunities in the designated territory or market
Maintain a database of sales leads and assign to the other team mates
Identifying prospects and ensure adequate follow up to generate business opportunities.
Development of New Markets
Identify business opportunities
Prospect leads and initiate contact with the leads
Supports supervisor in developing new market opportunities in the designated territory or market
Maintain a database of sales leads and assign to the other team mates
Identifying prospects and ensure adequate follow up to generate business opportunities.
Arrange markets with potential customers; challenge their objections to ensure their buy-in.
Strategy Formulation and Execution
Manage the whole Channel Partner network in Ethiopia
implement strategy and initiatives to grow the Channel Partners
Achievement of Budgeted sales through Channel network
Promote productivity of the field force
Competition tracking and penetrate where competition exist
Develop and maintains promotion programs
Performs routine audits/satisfaction surveys
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.
Onboard new key account customers
Budget Management
Manage budgets and maintain accurate and up to date channel plans
Relationship Management
Develop a strong collaborative working relationship with the Channel partners.
Respond quickly to requests, work collaboratively to solve business problems, and communicate regularly with internal and external stakeholders.
Establish direct communication with channel partners, providing supports and advise.
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.
Job Requirement
Qualification and Experience
Bachelor’s Degree in Marketing, Business administration or management
A minimum of 6 years in a commerce, business administration or sales and marketing leadership role
Strong financial acumen and experience in channel partner management
Deep sales & distribution knowledge
Functional Competencies
The incumbent is required to have the following functional competencies:
