Reporting to the Regional Business Manager for the Middle East & Africa, the Channel Sales Manager for Sub-Saharan Africa will spearhead the development and growth of Line’s channel partner ecosystem throughout the region. This role involves enhancing distributor performance, increasing market share, and driving strategic key account sales in industrial printing and identification solutions. The position is based in Kenya, conveniently located near an airport.
A typical day in this role will involve…
Crafting and implementing a comprehensive channel partner strategy that supports annual sales goals, cultivating mutually beneficial partnerships to enhance market penetration and solidify Line’s brand preference throughout Sub-Saharan Africa.
Responsibilities include identifying, assessing, and integrating new channel partners within key markets to expand Line’s market presence and accelerate regional growth.
Through consistent business reviews with distributors, you will drive performance by closely monitoring essential metrics—such as revenue, bookings, sales funnel progress, installed base growth, and after market revenue—and offering targeted coaching, commercial discipline, and practical tools to enhance partner sales effectiveness.
Our role involves spearheading high-impact relationships with key end-user customers, partnering closely with distributors to design and execute tailored key account strategies for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions. Additionally, you will oversee field trials and demonstration initiatives to streamline and expedite the sales process.
Dedicated to ongoing evaluation of market dynamics and competitive environments, this role employs customer and market intelligence to enhance product positioning, value propositions, and pricing strategies specifically tailored for the Sub-Saharan Africa region.
To drive greater precision in sales pipeline management, forecasting, and visibility, we must champion the effective utilization of CRM and sales enablement tools, ensuring these systems deliver measurable value. Additionally, you will empower our channel partners by providing them with compelling, value-focused selling narratives that emphasize Line’s trusted reliability, cost efficiency through a low total cost of ownership, and exceptional uptime performance.
The position necessitates fulfillment of several key prerequisites, including:
Demonstrated readiness to undertake frequent travel, covering up to three days per week (approximately eight overnight stays monthly) across Sub-Saharan Africa for the purpose of collaborating with partners and engaging key customers.
With a minimum of five years of dedicated experience in channel management and industrial B2B sales, preferably within technology, manufacturing, or industrial equipment sectors.
Accomplished in overseeing distributor networks and fostering partner-driven sales expansion, as evidenced by consistently meeting or surpassing regional sales objectives.
Proven track record in key account management, adept at driving and securing strategic customer agreements both independently and via channel partners.
A degree in Electrical, Mechanical, or Electronics Engineering—or another closely related technical discipline—is required, while an MBA or an equivalent qualification in business management is advantageous.
Possesses a proven track record of operating effectively across varied markets in Sub-Saharan Africa (or comparable emerging regions), coupled with a deep understanding of local market forces and cultural nuances.
Qualifications
BA/BSc/HND
Experience Required
5 years
