Channel Sales Manager-IT Business-East Africa at Schneider Electric

Job description

Schneider Electric Kenya seeks a highly qualified Channel Sales Manager to Join the IT Business .The role will be responsible for developing a structured and scheduled marketing plan integrating IT business actions in channel animation plans led by partners, and supporting execution, thus avoiding parallel activity.

Essential Functions:

• Support AM’s in aligning channel’s activities to accept and drive new solutions that the company brings to market. Working very closely with LOBs, reporting success and defining innovative GTM to drive hyper-growth through channel
• Closely Monitoring utilization of the available channel marketing funds (COOP and MDF, in collaboration with Marketing Team) in order to ensure maximum ROI
• Providing monthly/weekly reporting and forecasting. Ensuring accurate forecasting in system tools
• Developing quarterly incentives or promotions in line with corporate and revenue objectives
• Attending quarterly business review meetings with all channel partners
• Setting quarterly distributor/catalogue rebate targets and KPI’s
• Monitoring competitor activity and tracking market share information

Detailed Responsibilities:

• Define & Engage the Channel growth plan
• Identifies the end-customer segment specificities, contributes to the go to market strategy based on Business Unit (BU) road book for Partners, confirm commercial policy on offers for the channel and support its implementation.
• Consolidate and follow competition activities through channels to feed this strategy
• Validate with the Partner’s teams the local channel growth action plan (Business Plan), share and deploy it within teams
• Manage the customers ‘portfolio plans (Customer Retentions and Customer Acquisitions)
• Support customer platforming activities to classify his (her) customer portfolio is qualified, grow or saturate category based on business growth plans
• Consolidate channel coverage analysis to define specific plans for customer retentions and customer acquisitions
• Manage the customer portfolio in order to size and allocate sales resources.
• Develop up sell and retention strategies for channel partners and consumers to improve loyalty, drive retention and profit growth on scope
• Customer Acquisitions: Qualify new prospects jointly with partner BU
• Develop and saturate his (her) channel:
• Based on targeted market understanding and the strategic guidelines, define and deploy the actions plan along the year to boost the business thru the channels
• Plan and highlight relevant offer launches and boosters as part of the channel plans and secure expectations on assets delivery, animate the content production with offer marketing to feed the plan
• Use pull and push product approach, develop prescription plan
• Leverage channel integrated marketing activities driven par the Partner Channel Market team to boost business that include online and thru sales people, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns
• Manage customer acquisitions and retentions through marketing & communication activities (Events, Direct Marketing, Web) as set by partners or central team (global events)
• Take in account local channel requests as per ITD scope, bring information to Offer Manager to bring differentiation
• Support the channel’s sales growth and profitability, follow and review the sales execution
• Understand and share with offer market team the discount, rebates and special price agreement policy on the channel concerned to adapt price structure accordingly
• Under the market leader's leadership, propose sales objectives through channels and validate ambition to be set in Annual Marketing Plan (AMP).
• Build the customer action plan related to growth plan for the channels, in order to support the field sales force at country level.
• Leverage internal resources to delivers preferred sales organization and skills, sales tool kits and training
• Monitor top line revenue and growth for the channel segment relative to the ITD business scope and when possible the profitability

Key Requirements:

• Customer oriented, focus on results.
• Demonstrated leadership and collaborative mind-set
• Expected to engage successfully with the ITD & Partner’s teams.
• Effective interpersonal and communication skills
• Able to work in a fast-paced environment and multi-task effectively while delivering under pressure
• Excellent negotiation, communication and organizational skills

Qualifications:

• Bachelor's Degree- Business/IT/Technical
• Experience with required education 8 - 10 years of related experience

The position is based in Nairobi, Kenya