Channel Product Manager

6 months ago

Johannesburg North, South Africa Paradigm Recruitment Full time

Channel Product Manager - JHB North

100k - 150k CTC pm

Role Summary

The purpose of this role is to achieve sales goals while creating an ongoing, mutually profitable relationship with Channel partners that significantly contributes to the achievement of the business goals of the company, the Channel partners and the partner’s customer base.

The Channel Manager creates and manages the overall territory plan to increase revenue and Channel partner participation. Promote partners within partners - promote the joint value to customers. Drive overall customer satisfaction through partners.

**Requirements**:
Minimum of 5 - 7 years of prior experience; must have prior management experience in the Digital Technologies channel business.

5 - 7 year’s Channel Management experience in the office automation industry ESSENTIAL

Must have a good understanding of Production print

Proven ability to manage sales pipeline and accurately forecast product sales.

Excellent knowledge of market conditions, particularly within targeted segments.

Experience with forecasting and pipelines, and knowledge of CRM and ERP systems.

Experience with solution selling and business development.

Strong financial skills including experience understanding P&L and balance sheets and managing teams to do the same.

Strong ability to influence people and align remote teams to achieve agreed goals and objectives.

Able to resolve channel conflict issues.

Excellent time management skills and knowledge of long-range and operational planning techniques.

BA degree or equivalent sales experience; advanced degree in business management, operations or sales & marketing preferred.

Customer Obsession Speed Plans & Aligns

Drives Results Action Oriented Builds Networks

Logical Thinking Negotiation skills Problem Solving

Deep Dive ability Instils Trust Interpersonal Savvy

Key responsibilities this role requires:
Develop territory plan and coverage map for South Africa and regions to ensure that revenue goals are met and exceeded.

Co-develop annual/quarterly business plans with targeted partner/s and conduct quarterly business reviews. (P&L, BS and other financial and market data).

Review territory sales KPIs and financial performance per week, month and quarter. (Revenue, GP and sold units)

Manage monthly forecasts for a 30/60/90/120-day period, and measure forecast by partner and product each month against actual supply/demand for accuracy.

Review territory supply & demand forecast and accuracy with partner procurement manager who owns overall supply/demand forecast data collection for overall channel.

Update Sales activity reports (call reports, visits, events, business plans, trainings, pipeline and forecast) by close of business each Friday.

**Duties**:
Develop and manage revenue and partner plan for territory. Exceed quarterly quota-based compensation plan through the support of partners.

Identify target partners and market opportunities and develop channel coverage map of territory for the company’s product segment and develop an action plan to increase partner coverage.

Responsible for recruiting and on-boarding of new partners to ensure that territory coverage and sales goals are achieved.

Build and maintain relationships with key contacts within each partner - executive, sales, marketing, procurement, technical support (pre and post sales), and finance to manage relationships to maximize the business through partners.

Leverage Inside Sales resources to assist in management of targeted partners and all partners in the territory.

Drive and track pipeline of sales opportunities and work with partners to accurately forecast quarterly territory sales by product and partner.

Promote or schedule and run trainings for partners in South Africa and regions with the company and ensure partners are trained and technically certified to standards of Fujifilm’s partner program. Execute quarterly marketing tactical and demand generation activities to ensure results with targeted partners and Marketing.

Communicate regularly with partners on product launches, pricing changes, and distribution processes. Update management on performance, roadblocks and needs.

Success of the outcomes will be measured through:
Financial targets (Revenue, GP and sold units) are achieved in line with the SA Region and HQ strategies.

Sales performance is delivered through effective use of key sales and business processes.

Key sales KPIs per channel sales are achieved quarterly; Participate onsite meetings with partners (sales meetings, trainings, joint sales calls, on site marketing events, web trainings, business plan development)

FB Brands market share is increased, and brand awareness/recognition and reputation are improved.

The right products and solutions are offered to Channel partners in line with customer business needs and competitive threats.

**Job Types**: Full-time, Permanent

**Salary**: R100 000,00 - R150 000,00 per month

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