Qualification
Business Management degree or equivalent NQF 7 qualification
Channel Management Knowledge
Successful experience as a Channel Sales Representative. This experience on the front lines of the Channel Sales process is what really hones the skills and abilities one needs to be a successful Channel Manager
Total working experience of 10 years in sales, 5 8 years in Channel Management and 3 years in software sales
Any additional experience in digitisation, security, cloud, analytics is an advantage
Competencies
Good Business Acumen
Corporate Governance
Auditing processes
Solution Sales Methodologies
Relevant Industry/Domain knowledge
Entrepreneurial
Assertiveness
Leadership
Attention to detail
Conflict management
Professionalism
Presentation
Entrepreneurial
Customer relationship management
Responsibilities
Manage relationships with Channel Partners - Channel Managers are the key point of contact between their employer and channel partners. Performing this duty takes excellent customer service skills and involves negotiating contracts for and on behalf of the partners
Use questions to probe and establish the needs of their aligned Channel Partners through being good listeners who listen to understand rather than simply listen to respond
Uncover additional opportunities over and above equipment sales
They must have a good grasp of the features, advantages and benefits of their products, services and solutions, especially the unique selling propositions (USPs). They must be able to link their solutions to the Channel Partners as well as the end user customers specific need, pain or potential gain (NPG)
When assisting their Channel Partners to close deals with the partners end user clients, they can uncover the explicit compelling business need and assist in providing effective and appropriate solutions to meet these end user customer needs
Customer care, ethics, integrity and delivering against promises are their way of life. Achieve quarterly sales Quota for Territory - the Channel Managers most important responsibility involves hitting their quarterly goals.
Channel Managers, along with the senior management team, are responsible for developing the strategy to hit said goals
Monitor Sales and Operational Results based on KPIs - Channel Managers need to constantly monitor the health of their campaigns by keeping an eye on the Key Performance Indicators set by the Head of sales
This includes creating and managing KPI and managing reports and presenting them to senior management
Own, develop and lead the formulation and implementation of the strategy and budget for the relevant business unit within the OPCO, measure and monitor performance against the strategy and direct corrective action where appropriate to drive performance commercial and customer agenda to achieve the company vision, mission and corporate development
Translate business strategies/plans into operations priorities and measure business units performance from an OPCO wide perspective
Educate and keep the business unit up to date on sales and business trends that affect the OPCO
Coach, support, mentor and challenge subordinates in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performance
Provide the team with an empowering view of Companys mission, vision, values and the key strategic objectives so that these stakeholders are fully aware of the current as well as future opportunities and challenges
Recommend and manage the P&L and budget for the relevant channel within the OPCO and Monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and that the team focuses on delivering against P&L targets to meet Companys financial performance targets
Lead demand-generating marketing and sales activities in the assigned market for the assigned solution
Source and distribute relevant thought leadership and marketing material to partners & customers
Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development
Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks
Attract new relationships with new customers by supporting collaborative sales efforts
Collaborate with the One-Company group of Companies to leverage opportunities in our chosen industries
Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable
Provide regular performance reports to the head of sales and participate with the MD and operations management team in business reviews
On an ongoing basis, examine current operational processes to identify and implement potential operational improvements that will positively impact upon service, profitability and cost performance for the business unit
Drive collaboration across industries and service lines, including collaboration, performance, cross and up sell opportunities
Manage the effective achievement of OPCO objectives through effective leadership and by setting of individual objectives, managing performance, developing and motivating team to maximise performance
Build and manage a high performing team by providing leadership, role clarity, training and career development
Ensure open communication channels with all staff and implement change management interventions where necessary
Provide definition of roles, responsibilities, individual goals and performance objectives for the team
Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program within the business unit
Encourage knowledge transfer through development and implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan
Performance manage resources in accordance with financial management policy and legislation where necessary
Promote an Company centric and partnership approach to develop strong relationships with other working groups and ensure adherence to Group governance
