The Channel Sales Manager – Sub-Saharan Africa will report directly to the Regional Business Manager (Middle East & Africa) and will be tasked with driving the growth and leadership of Line’s channel partner ecosystem throughout Sub-Saharan Africa. This role is centered on enhancing distributor performance, increasing market penetration, and advancing strategic key account sales within the industrial printing and identification solutions sectors. The position is based in Kenya, strategically positioned near an airport to facilitate regional travel and operational efficiency.
In this position, daily responsibilities encompass a wide range of tasks, including:
Crafting and implementing a strategic channel partner framework that aligns with annual sales goals, cultivating mutually beneficial collaborations to enhance market reach and reinforce Line’s brand preference across Sub-Saharan Africa.
We seek a strategic professional to identify, assess, and integrate high-potential channel partners in key markets, thereby enhancing Line’s market presence and accelerating regional expansion.
Through consistent business reviews, we drive distributor performance by tracking essential metrics—including revenue, bookings, sales funnel progression, installed base expansion, and after market revenue—and offering targeted coaching, commercial discipline, and strategic tools to enhance partner sales capabilities.
Leading strategic initiatives with key end-user customers, in partnership with distributors, entails developing and overseeing customized key account strategies for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions, while facilitating field trials and demonstration activities to expedite sales cycles.
Regularly analyzing market trends and competitive environments, we utilize customer and market insights to enhance product positioning, value propositions, and pricing strategies specifically for the Sub-Saharan Africa region.
By championing the disciplined adoption of CRM and sales enablement tools, we aim to enhance the precision of the sales pipeline, strengthen forecasting capabilities, and elevate overall visibility, while simultaneously empowering channel partners with compelling value propositions that emphasize Line’s dependability, cost efficiency, and operational reliability.
The key qualifications for this position entail a comprehensive understanding of industry-specific protocols, proficiency in relevant software tools, and at least three years of hands-on experience in a similar role. Additionally, candidates must hold a bachelor’s degree in a related field or possess equivalent professional credentials. Exceptional analytical skills, meticulous attention to detail, and the ability to work collaboratively within cross-functional teams are also required. Fluency in written and spoken English is mandatory, with additional language proficiency viewed as a valuable asset.
Open to traveling up to three days each week—accounting for roughly eight overnight stays per month—throughout Sub-Saharan Africa to meet with partners and key clients.
With a minimum of five years of hands-on experience in channel management and industrial B2B sales, preferably within technology, manufacturing, or industrial equipment sectors, the ideal candidate will bring proven expertise to this role.
Demonstrated expertise in overseeing distributor networks and fostering partner-driven revenue growth, evidenced by consistently meeting or surpassing regional sales objectives.
Proven track record in managing key accounts, adept at negotiating and securing strategic customer agreements both independently and via channel partners.
A bachelor’s degree in Electrical, Mechanical, or Electronics Engineering—or a closely related technical discipline—is required, with an MBA or an equivalent qualification in business management considered advantageous.
Proficiency in navigating diverse markets throughout Sub-Saharan Africa (or comparable emerging regions), coupled with a deep understanding of local market intricacies and cultural sensitivities.
Qualifications
BA/BSc/HND
Experience Required
5 years
