Job Location: Islamabad
1. Purpose
of the Position
The Channel Sales Manager is responsible for consistently
achieving sales targets through effective management of the Distribution
Channel. The role supports Channel Partners and Distributors throughout the
end-to-end sales process, builds accurate sales forecasts and reporting,
manages pricing and approval processes, ensures compliance excellence, and
drives revenue growth through targeted marketing campaigns and impactful
partner engagement events. The role acts as a proactive liaison across
cross-functional teams to streamline sales operations and strengthen long-term
channel relationships.
2.
Functions/Duties (Key Responsibilities)
a. Sales
Target Achievement & Channel Management
- Consistently achieve assigned sales targets
through effective management of the Distribution Channel.
- Monitor channel performance regularly and take
corrective action to close gaps against targets.
- Identify growth opportunities within existing
channel partners and expand the active partner base.
b. Channel
Partner & Distributor Support
- Support Channel Partners and Distributors
throughout the end-to-end sales process, from order placement to after-sales
follow-up.
- Ensure seamless communication with relevant
internal teams to resolve partner queries promptly.
- Build strong, trust-based relationships with
distributors and partners to drive loyalty and long-term collaboration.
c. Sales
Forecasting & Reporting
- Build accurate sales forecasts and invoicing
reports using the CRM/ERP system, providing valuable insights to line
management.
- Track sell-in and sell-out data to support
inventory planning and demand visibility.
- Prepare periodic performance dashboards and
reports for management review.
d. Pricing,
Negotiation & Approvals
- Take ownership of price escalation, negotiation,
and approval processes across the entire pricing channel.
- Drive profitability and competitiveness through
disciplined pricing decisions aligned with company policy.
- Coordinate with finance and management for
timely approval of special pricing or discount requests.
e. Legal
& Compliance Coordination
- Ensure smooth communication and resolution of
queries and challenges raised by Legal & Compliance teams.
- Foster compliance excellence by ensuring all
channel agreements, credit terms, and transactions adhere to company policy and
regulatory requirements.
f.
Marketing & Revenue Growth
- Craft and implement dynamic marketing campaigns
in coordination with the marketing team to drive revenue growth.
- Identify and capture new market opportunities,
including untapped geographies and customer segments.
- Support co-branded and joint marketing initiatives
with key channel partners.
g.
Cross-Functional Liaison
- Serve as a proactive liaison among
cross-functional teams, streamlining sales functions including order
management, invoicing, and logistics.
- Escalate and resolve operational bottlenecks
affecting channel sales delivery.
h. Events
& Partner Engagement
- Organize and flawlessly execute impactful Webex
sessions, seminars, and networking events, fostering meaningful connections
with customers and partners.
- Represent the company at trade exhibitions, dealer
meets, and industry forums to strengthen brand presence.
i.
Reporting & Additional Responsibilities
- Maintain accurate records of channel partner
agreements, credit limits, and performance history.
- Perform any other task assigned by the Line
Manager / GM Sales.
3.
Qualification & Experience
- Bachelor’s degree in engineering with
prefereably MBA
- 5–8 years of proven experience in channel sales,
distribution management, or B2B sales, preferably in the electrical,
electronics.
- Hands-on experience with CRM/ERP systems for
forecasting and reporting.
- Strong track record of achieving sales targets
through third-party distribution networks.
4. Skills
& Competencies
- Strong negotiation and relationship management
skills with channel partners and distributors.
- Analytical ability to build accurate forecasts
and interpret sales data.
- Sound understanding of pricing strategy, margin
management, and commercial terms.
- Excellent cross-functional coordination and
communication skills.
- Event planning and public engagement skills for
seminars, webinars, and networking activities.
- Working knowledge of legal, compliance, and
contractual requirements in channel sales.
- Proficiency in MS Office and CRM/ERP tools.