Reporting directly to the Regional Business Manager overseeing the Middle East & Africa region, the Channel Sales Manager for Sub-Saharan Africa will spearhead the development and optimization of Line’s channel partner ecosystem throughout the region. In this role, the successful candidate will drive distributor productivity, amplify market penetration, and advance targeted sales for key accounts in industrial printing and identification solutions. The position is headquartered in Kenya, strategically located near an airport for enhanced mobility and regional accessibility.
A typical day in this position will involve the following responsibilities and activities:
Crafting and implementing a comprehensive channel partner strategy in alignment with annual sales targets, cultivating mutually beneficial partnerships to enhance market reach and solidify Line’s brand preference across Sub-Saharan Africa.
Responsibilities include identifying, assessing, and integrating new channel partners in key markets to expand Line’s market presence and accelerate regional growth.
Leveraging consistent business reviews, you will enhance distributor performance by tracking critical metrics—including revenue, bookings, sales pipeline strength, installed base expansion, and after market revenue—while equipping partners with targeted coaching, commercial discipline, and strategic tools to optimize their sales execution.
Driving high-impact partnerships with pivotal end-user customers in tandem with distribution partners, this role involves crafting and overseeing tailored key account strategies for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions. Additionally, the position entails facilitating field trials and demonstration initiatives to expedite sales cycles and strengthen market adoption.
Continuously monitoring market trends and competitive dynamics, you will utilize customer and market insights to enhance product positioning, value propositions, and pricing strategies specifically tailored for the Sub-Saharan Africa region.
Leveraging CRM and sales enablement platforms rigorously to enhance the precision of sales pipelines, forecasting capabilities, and overall visibility is a key focus, alongside empowering channel partners with compelling, value-focused selling narratives that underscore Line’s dependability, competitive total cost of ownership, and exceptional uptime performance.
The key qualifications for this position encompass the following essential criteria:
Able to accommodate travel commitments of up to three days each week—roughly eight nights per month—throughout Sub-Saharan Africa to meet with partners and establish connections with key clients.
With a minimum of five years of experience in channel management and industrial B2B sales, preferably within technology, manufacturing, or industrial equipment sectors.
Achieved consistent success in overseeing distributor networks and fostering partner-led revenue growth, consistently meeting or surpassing regional sales objectives.
Proven expertise in managing high-value accounts, adept at driving and securing strategic customer agreements independently and via channel partners.
A bachelor’s degree in Electrical, Mechanical, or Electronics Engineering (or a comparable technical discipline) is required, with an MBA or equivalent in business management considered advantageous.
Professional with proven experience navigating varied markets throughout Sub-Saharan Africa (or comparable emerging regions), demonstrating a deep understanding of local market dynamics and cultural nuances.
Qualifications
BA/BSc/HND
Experience Required
5 years
