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 network across the region. This role is tasked with enhancing distributor performance, increasing market share, and advancing strategic key account sales in industrial printing and identification solutions. The position is headquartered in Kenya, conveniently located near an airport.
A typical day in this position will involve the following responsibilities and tasks:
Crafting and implementing an effective channel partner strategy that complements annual sales goals, cultivating mutually beneficial partnerships to enhance market penetration and solidify Line’s brand preference across Sub-Saharan Africa.
Line seeks skilled professionals to identify, assess, and integrate new channel partners in key markets, expanding the company’s geographic presence and accelerating regional growth.
Through consistent business reviews, you will drive distributor performance by tracking essential metrics such as revenue, bookings, sales funnel progress, installed base growth, and after market revenue. Additionally, you will provide targeted coaching, enforce commercial discipline, and equip partners with the necessary tools to enhance their sales effectiveness.
You will spearhead strategic initiatives with major end-user customers in partnership with distributors, crafting and overseeing customized key account plans for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions. Additionally, you will facilitate field trials and demonstration activities to expedite the sales process.
By continuously analyzing market trends and competitive dynamics, we utilize customer and market insights to enhance product positioning, strengthen value propositions, and optimize pricing strategies tailored specifically for the Sub-Saharan Africa region.
To drive adoption of CRM and sales enablement tools, ensuring enhanced precision in sales pipeline management, forecasting, and transparency, while empowering channel partners with compelling value propositions that emphasize Line’s dependability, cost-efficiency, and operational reliability.
The position necessitates a combination of key qualifications, including a bachelor’s degree in a relevant field or equivalent professional experience. Proficiency in industry-standard software and tools is required, along with strong analytical, communication, and problem-solving skills. Candidates must demonstrate the ability to work both independently and collaboratively in a fast-paced environment. Additionally, prior experience in a similar role or industry is highly preferred.
Demonstrates flexibility to undertake travel commitments, involving up to three days each week (equivalent to roughly eight nights per month), across Sub-Saharan Africa to collaborate with partners and essential customers.
With a minimum of five years of demonstrated expertise in channel management and industrial B2B sales, preferably within technology, manufacturing, or industrial equipment sectors.
Demonstrated expertise in overseeing distributor networks and fostering partner-driven revenue growth, consistently achieving or surpassing regional sales objectives.
Proven track record in managing key accounts, excelling at driving and securing strategic customer agreements independently and via channel partners.
A degree in Electrical, Mechanical, or Electronics Engineering—or another relevant technical discipline—is required, with a preference for candidates holding an MBA or an equivalent qualification in business management.
Proficiency in operating within varied markets across Sub-Saharan Africa—or comparable emerging regions—demonstrates a robust understanding of regional economic landscapes and cultural nuances.
Qualifications
BA/BSc/HND
Experience Required
5 years
