Reporting to the Regional Business Manager for the Middle East & Africa region, the Channel Sales Manager – Sub-Saharan Africa will spearhead the growth and development of Line’s channel partner network throughout Sub-Saharan Africa. This role focuses on enhancing distributor performance, increasing market share, and advancing key account sales in industrial printing and identification solutions. The position is based in Kenya, conveniently located near an airport.
A typical day in this position will involve a variety of tasks and responsibilities, beginning with reviewing and prioritizing incoming assignments. You will collaborate with cross-functional teams to ensure projects are completed efficiently and within specified deadlines. Additionally, the role requires managing communications with stakeholders to gather necessary information and provide updates on progress. Problem-solving and critical thinking will be essential as you address challenges that arise during daily operations. Administrative duties, such as maintaining records and organizing documentation, will also be part of your responsibilities. This position demands adaptability, strong organizational skills, and the ability to multitask in a fast-paced environment.
Crafting and implementing a high-impact channel partner strategy that supports annual sales goals, cultivating mutually beneficial partnerships to expand market reach and enhance Line’s brand preference across Sub-Saharan Africa.
Line seeks to expand its regional presence and accelerate growth by identifying, assessing, and integrating new channel partners in key markets to strengthen distribution and market penetration.
Through consistent business reviews, we drive distributor performance by closely monitoring essential metrics—such as revenue, bookings, sales funnel progression, installed base growth, and after market revenue—while offering targeted coaching, commercial discipline, and strategic tools to enhance partner sales effectiveness.
Leading strategic partnerships with major end-user customers in coordination with distributors, this role involves crafting and overseeing customized key account strategies for our Continuous Ink-jet (CIJ), laser, and thermal printing solutions. Additionally, the position supports field trials and demonstration activities to expedite sales processes.
Regularly analyzing market trends and competitive dynamics, we utilize customer and market insights to optimize product positioning, value propositions, and pricing strategies specifically for the Sub-Saharan Africa region.
Driving the disciplined adoption of CRM and sales enablement tools to enhance the precision of sales pipeline tracking, improve forecasting reliability, and strengthen pipeline visibility, while also empowering channel partners with compelling, value-focused selling narratives that underscore Line’s dependability, competitive total cost of ownership, and superior uptime performance.
The key qualifications required for this position entail:
Able to travel for up to three days each week (about eight nights away from home monthly) throughout Sub-Saharan Africa to collaborate with partners and key clients.
With a minimum of five years of expertise in overseeing channel partnerships and driving industrial business-to-business sales, preferably within technology, manufacturing, or industrial equipment industries.
Skilled in overseeing distributor networks and cultivating partner-driven revenue expansion, with a consistent history of achieving or surpassing regional sales objectives.
Proven track record in managing key accounts, adept at securing and advancing strategic customer agreements, both independently and via channel partners.
Seeking candidates with a degree in Electrical, Mechanical, or Electronics Engineering—or a comparable technical discipline. A Master of Business Administration (MBA) or equivalent business management qualification is advantageous.
A proven track record of operating in various Sub-Saharan African markets—or comparable emerging regions—paired with a deep understanding of local market intricacies and cultural nuances.
Qualifications
BA/BSc/HND
Experience Required
5 years
