Channel Development Manager at Multichoice

Purpose of the Position

• To win, develop, maintain, and expand relationships with Channel Partners across assigned region in Nigeria to continuously drive revenue growth (Acquisition and Retention).

Responsibilities

Strategy Execution:

• Manage the whole Channel Partner network in Nigeria
• Implement strategy and initiatives to grow the Channel Partners
• Achievement of Budgeted sales through Channel network
• Maintain and expand dealer channel/reseller network.
• Promote productivity of the field force
• Competition tracking and penetrate where competition exist
• Develop processes for working with the Dealers.
• Develop and maintains promotion programs for Dealers.
• Performs routine audits/satisfaction surveys of Dealerships across the country.
• Responsible for Dealer conflict resolution

Channel Management:

• Identify potential /new Channel partners.
• Work with channel partners to build sustainable channel, both depth and breadth to support subscriber growth expectations.
• Implement a channel enablement framework throughout all territories.
• Develop channel partner incentives jointly with Management, Marketing, Finance, by monitoring dealer requirements and requests on an ongoing basis.
• Ensure all channel partner incentives are aligned with organizational goals
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensure partner compliance with partner agreements.
• Drive adoption of company programs among assigned partners
• Manage the Direct Sales Scheme

Relationship Management:

• Develop a strong collaborative working relationship with the Channel partners.
• Respond quickly to requests, work collaboratively to solve business problems, and communicate regularly with internal and external stakeholders.
• Establish direct communication with channel partners, providing supports and advise.

Reporting and Analysis:

• Analyze the business and service performance, providing insight that will help Channel Partners and grow the business in accordance with set goals.
• Monitor competitive effects and trends in the channel.
• Ensure that each report is accurate, concise, and timely.

People Management:

• Responsible for team strength & performance level (attraction, selection, retention & development of the Channel Development team)
• Ensure alignment with Team strength, performance and energy matched strategic requirements – under performers identified, improved or removed
• Ensure direct reports live Company ethics
• Departmental goals understood and actively pursued by team; work accountability clearly delegated
• Performance reviews are done regularly, everyone has clear picture of current performance, recognition given where it is due and low performers are acted upon
• Coaching & Mentoring

Qualifications

• Candidates should possess a Bachelor’s Degree
• MBA advantageous

Experience

• Must have 5 - 7 years in a commerce, business administration or sales and marketing leadership role
• Strong financial acumen and experience in channel partner management
• Deep sales & distribution knowledge
• Commercial experience in Nigeria

Technical Competencies:

• Commercial Acumen
• Financial Management
• Negotiations Skills
• Customer Relationship Management
• Developing Value Proposition
• Product/Brand Knowledge
• Financial Management
• Risk Management
• Governance and Compliance

Behavioral Competencies:

• Accountability
• Team Work
• Delegation
• Interpersonal Support
• Perseverance
• Motivating
• Prioritization
• Analytical Thinking