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 throughout the region, with the objective of enhancing distributor performance, increasing market share, and advancing strategic key account sales in industrial printing and identification solutions. This role is based in Kenya, conveniently located near an airport.
Each day in this position will involve the following responsibilities and tasks:
Crafting and implementing a comprehensive channel partner strategy that supports annual sales goals, nurturing mutually beneficial partnerships to enhance market reach and solidify Line’s brand preference across Sub-Saharan Africa.
Line seeks to expand its presence and accelerate growth in key markets by proactively identifying, assessing, and integrating new channel partners. This role focuses on cultivating strategic partnerships to enhance regional reach and maximize business development opportunities.
Through consistent business reviews and close monitoring of critical metrics—such as revenue, bookings, sales funnel performance, installed base growth, and after market revenue—this role drives distributor performance by equipping partners with targeted coaching, commercial discipline, and essential tools to enhance their sales effectiveness.
Strategically engaging with primary end-user customers in partnership with distributors, this role involves developing and overseeing customized key account strategies for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions. Additionally, the position includes facilitating field trials and demonstration activities to expedite the sales process.
By continuously analyzing market trends and competitive environments, we refine product positioning, value propositions, and pricing strategies tailored specifically for the Sub-Saharan Africa region, informed by comprehensive customer and market insights.
Our objective is to drive the effective utilization of CRM and sales enablement tools to enhance sales pipeline accuracy, forecasting precision, and overall visibility. Additionally, we aim to empower channel partners with compelling, value-focused selling narratives that underscore Line’s dependability, competitive total cost of ownership, and superior uptime performance.
The position necessitates fulfilling several essential criteria, including proficiency in [specific skill], a minimum of [X] years of experience in [relevant field], and possession of [specific certification or qualification]. Additionally, candidates must demonstrate strong analytical abilities, exceptional communication skills, and the capacity to work effectively in fast-paced environments. A bachelor’s degree in [field of study] or a related discipline is mandatory, along with the ability to manage multiple priorities while maintaining meticulous attention to detail. Familiarity with [specific software/tool] and adherence to industry standards are also required.
Capable of traveling up to three days each week—equating to roughly eight nights away from home monthly—across Sub-Saharan Africa to collaborate with partners and key clients.
With a minimum of five years of demonstrated expertise in channel management and industrial B2B sales, preferably within the technology, manufacturing, or industrial equipment sectors.
Accomplished in overseeing distributor networks and fostering partner-driven revenue growth, with a consistent history of achieving or surpassing regional sales objectives.
Proven expertise in managing key accounts, adept at driving and securing strategic customer agreements, whether independently or in collaboration with channel partners.
A degree in Electrical, Mechanical, or Electronics Engineering—or a closely related technical field—is required, with preference given to candidates holding an MBA or equivalent business management qualification.
Proven track record collaborating across varied markets in Sub-Saharan Africa (or comparable emerging regions), coupled with a deep understanding of local market intricacies and cultural nuances.
Qualifications
BA/BSc/HND
Experience Required
5 years
