Job description
Position Summary
The Channel Development Manager will be responsible for driving revenue and margin growth through development, planning and execution of the sales strategy for the East Africa sub-region, based in Kenya.
The Channel Development Manager is responsible and accountable for (but not limited to) the following:
Develop and implement sales plans and strategies to promote continued growth of Leica Geosystems product portfolio and achieve sales targets
Increase market share by identification, evaluation, acquisition and development new partners for Leica Geosystems; and by training, guiding and developing existing partners to help grow their sales in the country/region
Manage sales leads through to closure and monitor against approved budgets to ensure financial results are on, or ideally above, target and implement plans to counteract deviation
Lead the tender process setting up and follow-up on tender project plan, drive tender opportunities, get commitment and maximize tender outcome. Provides all necessary project management skills to coordinate the work of all departments needed for the timely delivery of complete and successful tender responses.
Prepare sales reports and forecasts as per internal timelines provided; establish targets in areas such as sales volume, market share, or business development and monitor the performance of the organization against these goals; adjust sales strategies and plans to meet changing markets and competitive conditions
Provide market intelligence to product development teams on competitive products, solutions and activities
Negotiate sales contracts and associated product supply milestones
Develop and maintain a deep understanding of countries, industries, and in particular, customer needs and requirements
Supervise implementation of new products and features
Represent Leica Geosystems in industry events and tradeshows and collaborate with the Marketing Communications Group
Assist in the development of sales / marketing tools and reports
To ensure that all activities are carried out in accordance with the company’s Quality, Health, Safety & Environment (QHSE), Ethics & Compliance policies, etc.Perform any other duties as requested by the Manager
Education, Experience, Training and Special Skills
A Bachelor’s degree in a related discipline is preferred with at least 8 – 10 years of experience in relevant products or industries
Must have a good working knowledge of Salesforce.com, Microsoft Windows, Microsoft Office and E-mail
Strong leadership skills including the ability to effectively partner with cross-functional teams, motivating and mobilizing people via excellent communication and clear objectives, and demonstrating commitment to exceeding customer expectation
Exceptional interpersonal skills with proven ability to motivate and drive employees in achieving results
Ability to work independently to solve problems, as they arise and under pressure and to deadlines
Strong presentation skills especially to groups and forums of customers
An aptitude for developing plans and strategies to succeed
A passion for achieving business goals and sales targets
A passion for superior product delivery and customer service and an appreciation for the need for a positive end-user experience
Ability to travel as required – there is a considerable amount of travel required to fulfil this role
Fluent in English and command over other regional languages will be an added advantage
Physical Demands / Work Conditions
Frequent travel within the region (40 – 60%) and intermittent international travel, as required
