Responsible for the management, establishment and development of sales leads and new business channels encompassing reseller and other initiatives for the company.

Primary Objectives

• Grow the channel business using the organisation’s portfolio of products.
• Keep up to date knowledge on the organisation’s portfolio products.
• Participate in weekly conference calls with Vendors and/or meeting as required.
• Increase our organisation’s product visibility amongst different vertical markets.
• Project a positive image of the company in the competitive market & with valued customers.
• Work with channel partners, to understand market changes and demands.
• Set pricing to meet revenue and profitability goals.
• Identify and liaise with marketing to define the go-to-market strategy, helping them understand the sales strategy of the company and the target customer.
• Co-ordinate and work with Regional Sales Managers.
• Quality of relationships and network of business contacts maintained.
• Quality of ideas and recommendations to maximize business contacts maintained.
• Understand the competitive market, both supplier and organization’s competitors with regards to pricing, unique selling points, differentiators etc.

Customer Relationship

• Identify and establish relationships with new potential customers.
• Find new opportunities and present these to our key customers.
• Work with other departments and internal colleagues to meet customer needs.
• Assist all customers with queries, quotes and orders.
• Ensure that customers are up to date with all special offers and promotions.
• Understand the customer market, economy, sales trends, lulls and opportunities in the business, focusing on new business development and emerging markets.
• It is extremely important that you spend the majority of your time in communications with customers in order to educate and advise them on strategies for their business.

Vendor Relationships

• Maintain good working relationships with vendors.
• Provide reports and information as required by Vendors,Take part in weekly forecast meetings and Attend Vendor monthly, quarterly reviews as required.

Staff Management

• Make sure that each objective set to the team achieved and measured and assess performance of your team on a half yearly basis.
• Lead, Motive, develop and direct your team, making sure that they are adequately equipped to perform their job roles and responsibilities.
• Implement development programs that increase awareness and performance of your direct team.
• Develop a team sales plan/ KPI’s to ensure that all the team members follow an agreed Strategy and that customer satisfaction is improved.

Skills & Competencies

• Strong business acumen
• Thorough knowledge of the vision, mission and strategy development of the organization.
• Ability to think beyond the immediate perceived requirement of the customer.
• Able to responsibly delegate to others.

Experience required for the job.

• Minimum 3 years’ experience in Product Management, with specific emphasis on developing and establishing distributions channels
• Experience with vendors.
• Minimum 3 years’ experience with technology products and services.
• Extensive experience in all aspects of Customer Relationship Management.
• Strong understanding of customer and market dynamics and requirements.
• Prove ability to drive sales teams.
• Ability to successfully manage multiple projects from concept.

Accountabilities

• Full ownership and accountability for Sales and Gross Profit plans for the new business within the organization for the financial year. Meet new customer targets. Align all new business resources touching customers to ensure consistent engagement and achievement of the agreed sales goals (this includes Revenue, GP, Margin Contributions, \customer breadth and Product Ranging). Hold regular meetings the CEO/Sales Management Team to review Performance, communicate and organize training programs. You will be measured on Revenue and stock holding as well as GP percentage and it is imperative that you manage this and make sure that it is communicated to all incumbent staff. Propose an overall budget in conjunction with the executive team to ensure success.