Role overview
What you'll be stepping into
Key Activities
Develop and implement channel development strategies aligned to commercial objectives.
Identify and evaluate new routes to market and channel opportunities.
Design channel expansion initiatives aimed at increasing market penetration.
Support channel transformation programs that improve efficiency and effectiveness.
Develop annual and quarterly channel business plans.
Key Deliverables
Channel growth strategy.
Channel expansion plans.
Market penetration initiatives.
Channel business plans.
KPA 2: Channel Partner Management
Key Activities
Establish and manage relationships with distributors, dealers, aggregators, agents, resellers, and strategic partners.
Negotiate commercial agreements and performance commitments.
Conduct regular business reviews with channel partners.
Monitor partner performance against agreed KPIs.
Resolve channel-related issues and escalations.
Key Deliverables
Increased partner productivity.
Strong stakeholder relationships.
Improved channel partner performance.
Effective contract compliance.
KPA 3: Revenue Growth and Commercial Performance
Key Activities
Deliver channel revenue, subscriber acquisition, and market share targets.
Drive activation campaigns and sales acceleration initiatives.
Monitor channel productivity and profitability.
Develop incentive frameworks that improve channel performance.
Support commercialization of new products and services.
Key Deliverables
Revenue growth.
Subscriber growth.
Improved channel productivity.
Commercial target achievement.
KPA 4: Market Expansion and Business Development
Key Activities
Identify strategic growth opportunities across consumer and enterprise segments.
Develop partnerships that unlock new revenue streams.
Conduct market assessments and competitive analysis.
Build business cases for channel investment opportunities.
Lead execution of channel growth projects.
Key Deliverables
New channel partnerships.
New revenue streams.
Market expansion initiatives.
Sustainable growth opportunities.
KPA 5: Channel Operations and Governance
Key Activities
Ensure compliance with channel operating standards and policies.
Monitor service quality and customer experience across channels.
Conduct channel audits and performance reviews.
Implement corrective actions to address identified gaps.
Drive continuous improvement initiatives.
Key Deliverables
Improved customer experience.
Regulatory compliance.
Optimized operational performance.
Reduced channel risks.
KPA 6: Performance Reporting and Analytics
Key Activities
Develop channel performance dashboards and reports.
Monitor key market and channel trends.
Provide management insights and recommendations.
Monitor return on investment for channel initiatives.
Support data-driven business decisions.
Key Deliverables
Channel performance reports.
Business intelligence insights.
Channel analytics.
Improvement recommendations.
4. Key Performance Indicators (KPIs)
Commercial
Revenue growth.
Subscriber acquisition.
Active customer growth.
Product penetration.
Market share growth.
Channel Effectiveness
Channel productivity.
Coverage and market reach.
Sales conversion rate.
Partner activation rate.
Channel profitability.
Customer Experience
Service quality score.
Customer satisfaction.
Resolution turnaround time.
Net Promoter Score (NPS).
Operational Excellence
Compliance audit scores.
Budget adherence.
Project delivery milestones.
Process improvement implementation.
Education
Bachelor’s degree in business administration, Marketing, Commerce, Economics, Sales Management, or related discipline.
Postgraduate qualification in Business Administration, Marketing, or Commercial Management is an added advantage.
Work Experience
Minimum 5 years' experience in Sales, Distribution, Commercial Operations, Business Development, or Channel Management.
Experience in managing channel partners and distribution networks.
Experience developing and implementing commercial growth strategies.
Demonstrated success in delivering revenue growth targets.
Experience in telecommunications, financial services, FMCG, or related sectors is preferred.
Skills / physical competencies:
Results orientation
Committed to making a difference.
Credibility
Building collaborative relationships
Engaged management.
Developing & empowering
Influencing, Leadership, Power
Sound judgment
Strategic planning
Risk-taking, Innovation
How to apply