Company Summary

Reporting Structure

The Officer shall report directly to the Chief Executive Officer.

The Officer's duties shall include but not be limited to:

● Strategy & Growth:

○ Define and execute annual/quarterly sales plans and strategies.

○ Understand customer and business needs to cross-sell and up-sell the company’s products.

○ Manage funnels, forecast, and seize sales opportunities.

● Partner Management:

○ Recruit, train, and support channel partners (VARs, Software Developers, SIs, Resellers).

○ Access, clarify and validate partner needs and performances at regular intervals and maintain a high partner satisfaction rate.

● Sales Operations:

○ Monitor order, inventory, and sell-in/sell-out data to identify new opportunities. ○ Coordinate with other company personnel such as the support team and management team to deliver and meet customer/ partner expectations.

● Market Presence:

○ Drive product visibility and ensure proper merchandising/promotions.

○ Coordinate with other sales channels to avoid any potential conflicts.

○ Drive and manage sales and marketing campaigns.

● Performance Tracking:

○ Analyze market trends, competitor activity, and report on key performance metrics.

○ Coordinate with partner sales personnel and maximize sales.

● Relationship Management:

○ Build and maintain strong relationships with key partners and distributors.

○ Bring new partners on board and maintain relationships with existing partners

Required Qualifications & Skills

● Experience: Generally 5+ years in sales, business development, or account management, often with a focus on specific sectors like FMCG or technology.

● Education: Bachelor’s degree in Business, Marketing, or a related field.

● Skills: Strong negotiation, communication, analytical, and leadership abilities.

● Technical Knowledge: Familiarity with CRM tools, forecasting, and product training methodologies.

Personality Traits

● A strong commitment to completing tasks on time.

● The ability to develop strong relationships.

● The ability to influence and persuade our sales partners to sell our services.

● Strong organization skills including planning and prioritization.

● Customer service focused—Can turn a negative experience into a positive outcome through the use of empathy, the creation of an action plan to solve the customer problem and follow through to ensure commitments are met.

● Negotiation skills—can create a positive solution for all parties.

● Problem-solving—works to understand the problem thoroughly first

Performance Metrics (KPIs)

● Channel revenue targets.

● Partner sales growth.

● Inventory turnover/sell-through rates.

● New partner acquisition.

● Market share expansion.

Qualifications

● Bachelor’s Degree in Sales, Marketing, Business, or related discipline.

● Minimum 5 years of channel sales experience in a business-to-business sales environment with a proven track record of success and existing partner relationships.

● Digital working proficiency, with knowledge of Online Platforms and Workspaces

● Strong presentation, verbal and written communication skills.

● Bachelor’s Degree in Sales, Marketing, Business, or related discipline.

● Prior experience (3-4 years) in a Channel Sales or related role.

● Strong and proven knowledge and understanding of the Kenyan retail/wholesale trade ecosystem will be an added advantage.

Career

An excellent career development opportunity for an ambitious and energetic individual, with an attractive remuneration package.