Reporting to the Regional Business Manager for the Middle East & Africa, the Channel Sales Manager – Sub-Saharan Africa will spearhead the growth and enhancement of Line’s channel partner network throughout the region, with a primary focus on boosting distributor performance, increasing market share, and advancing strategic key account sales in industrial printing and identification solutions. This role is based in Kenya, strategically positioned near an airport for optimal accessibility.
Each day in this position will involve a variety of responsibilities, including…
Formulating and implementing a comprehensive channel partner strategy that aligns with annual sales targets, cultivating mutually beneficial partnerships to enhance market reach and reinforce Line’s brand preference across Sub-Saharan Africa.
Line is seeking to expand its presence and accelerate growth in key markets by strategically identifying, assessing, and integrating new channel partners. This initiative will enhance the company’s regional reach and contribute to sustained expansion efforts.
Through consistent business reviews with distributors, you will drive performance improvements by tracking essential metrics—such as revenue, bookings, sales pipeline progress, installed base growth, and after market revenue—and offering targeted coaching, commercial discipline, and strategic tools to enhance partner sales capabilities.
Directing high-level partnerships with critical end-user clients, in conjunction with distributors, entails crafting and overseeing customized key account strategies for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions. Additionally, the role involves facilitating field trials and demonstration initiatives to expedite the sales process.
Continuously evaluating evolving market dynamics and competitive environments, we utilize customer and market intelligence to enhance product positioning, value propositions, and pricing strategies tailored specifically to the Sub-Saharan Africa region.
To drive the effective implementation of CRM and sales enablement tools, ensuring enhanced precision in sales pipeline management, forecasting, and visibility. Additionally, empowering channel partners with compelling, value-focused selling narratives that emphasize Line’s dependability, competitive total cost of ownership, and exceptional uptime performance.
The role necessitates a combination of specific qualifications, skills, and professional attributes to ensure successful performance. Candidates must possess a minimum of [X years] of relevant experience in [specific field or industry], along with a proven track record in [key responsibility or function]. Proficiency in [specific software, tools, or methodologies] is required, and familiarity with [industry standards, regulations, or best practices] is highly advantageous. Strong analytical, problem-solving, and communication abilities are imperative, as the position involves [key duty or responsibility]. Additionally, the ideal candidate will demonstrate leadership qualities, adaptability, and a commitment to continuous professional development.
Able to travel for up to three days each week—amounting to roughly eight nights away from home monthly—throughout Sub-Saharan Africa to collaborate with partners and key clients.
With a minimum of five years of dedicated experience in channel management and industrial B2B sales, preferably within technology, manufacturing, or industrial equipment sectors.
Established expertise in overseeing distributor networks and fostering partner-led sales growth, consistently achieving or surpassing regional sales objectives through strategic management and execution.
Accomplished in managing high-value accounts, adept at driving and securing strategic customer agreements independently as well as through channel partners.
A degree in Electrical, Mechanical, or Electronics Engineering—or a closely related technical discipline—is required, with preference given to candidates holding an MBA or equivalent qualification in business management.
Proven track record of operating across various markets in Sub-Saharan Africa (or comparable emerging regions), coupled with a deep understanding of local market dynamics and cultural sensitivities.
Qualifications
BA/BSc/HND
Experience Required
5 years
