Channel Lead: Retail

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**Role Purpose/Business Unit**:

- Responsible for driving partner channel objectives, by overseeing and leading the sales teams and collaborating with internal and external stakeholders with the objective to grow and defend the allocated base, through maintaining and growing partner and customer relationships and opportunity management translating into sales. Strong alignment with regional teams and engagement via physical and online sessions to foster trust and collaboration to achieve mutual success. Partner with Lines of Business like IoT, Cloud and Fixed/Mobile to develop future product roadmaps and industry propositions for the partner channel.
- The manager is responsible for management of the sales team and allocated partner base, and the execution of required strategies that is geared towards the achievement of sales targets, customer experience and strategic objectives of the partner channel, meeting annual targets on sales, revenue, inflow, growth, profitability margins etc.

**Your responsibilities will include**:
**Sales Management**
- Manage, monitor and review sales targets (responsible for the overall sales number of the allocated base)
- Lead and manage the sales team (partner account managers - PAMs), driving the team to meet the annual sales targets and key KPI’s within their portfolio
- Contribute to sales targets setting for the respective sales team in line with overall sales target.
- Provide necessary inputs to the manager for developing a sales plan and monitoring its implementation to meet channel objectives & targets
- Operationalise the sales plan so as to meet the annual sales targets.
- Maintain and grow partner relationships and partner distribution, driving the channel objectives and growing sales across the allocated partner base
- Develop strategies and operational plans for the allocated distribution / partner base in order to meet sales targets and key KPI’s
- Lead development of a pipeline of prospects which are systematically qualified, managing the partner base and driving the PAMs and partners to close sales prospects
- Leading, guiding, managing and mentoring the sales team, keeping track of performance and reporting on sales performance and key KPI’s of the team
- Management of the partner base, monitoring performance of partners, and driving partners to meet annul sales targets, key sales KPI’s, and channel objectives
- Understand partner & customer patterns and market behaviour to define data-driven forecasting strategies to increase profitability through improved targeted sales strategies
- Represent Vodacom at partner/client negotiations, when necessary
- Provide input to the Product teams for pricing and product development for the customer requirements
- Drive market leadership on Customer NPS & partner rNPS, through delivery of outstanding service

**Stakeholder Management**
- Provide specialised and technical support to internal and external stakeholders to ensure achievement of functional and organisational objectives
- Establish and monitor healthy, diverse internal and external relations and implement remedial actions where required, in the achievement of organisational goals.
- Develop and maintain key account relationships with business partners, ensuring that channel partners are aligned to the business objectives, customer experience expectations and to the sales partner strategy framework.

**Reporting**
- Annual Sales Strategy & Budget Planning to meet annual targets
- Prepare monthly/ Weekly Sales Run Rate and Demand Management
- Perform Sales Analysis for sales team and allocated partner distribution
- Forecast and track key metrics for sales team and allocated partner distribution
- Prepare regular reports of progress and forecasts to internal and external stakeholders, focussed on sales and required KPI’s
- Prepare reports on partner base, and top accounts, providing recommendations to maximize sales as per the identifying trends, gaps and opportunities. (Strategic
- partner account Planning & Customer Account Planning with partners)

**Delivering through People**:

- Oversee the activities of the team to ensure effective delivery of business outcomes, and achievement of annual sales targets and key metrics.
- Supports and enables the team to succeed by encouraging frequent knowledge sharing between team members amongst other enablement initiatives.
- Create fit for future organization capability through skills development informed by skill gap analysis in line with business strategy and ensuring that the identified skills gaps, are addressed through training.
- Develop a high performing team by embedding formal performance management process, informal coaching through continuous 1:1 performance discussion
- Embed the Spirit of Vodacom by living the Spirit behaviours and ensuring consistent Spirit