Role Purpose

The Channel Sales Officer is responsible for developing and managing a strong distribution network to expand National Marketers PLC’s market reach. The role drives sales growth through existing and new channel partners by ensuring effective partner onboarding, performance management, and ongoing support.

This position focuses on strengthening relationships across General Trade, Wholesale, Franchise, and Sub-distribution channels, while supporting indirect sales growth through strategic partnerships with complementary businesses (e.g., banks, telecoms).

Key Deliverables & KPIs

Channel Sales Performance

• Achieve daily, weekly, monthly, quarterly, and annual sales targets through assigned channel partners.
• Drive revenue growth across wholesalers, retailers, and distributors.

Partner Development & Expansion

• Identify and onboard new partners in underpenetrated geographies and market segments.
• Support expansion into new cities and regional markets (e.g., Adama, Dire Dawa, Hawassa).

Partner Performance Management

• Conduct regular business reviews with partners to identify growth opportunities and risks.
• Monitor and report partner sales performance, inventory levels, and market feedback.

Sales Enablement & Support

• Coordinate product training, sales tools, and promotional activities for channel partners.
• Ensure partners are well-equipped to effectively sell and represent the company’s products.

Compliance & Operational Excellence

• Ensure adherence to pricing policies, channel guidelines, and brand standards.
• Resolve partner-related operational issues (orders, deliveries, claims) in coordination with internal teams.

Performance Metrics

• Sales Achievement: Total direct and indirect revenue generated
• Market Expansion: Number of new regions/cities successfully penetrated
• Partner Health: Improvement in partner ROI, stock levels, and credit management
• Compliance Rate: Adherence to branding and pricing policies
• Partner Retention: Percentage of partners renewing annual agreements

Minimum Requirements

Education

• Bachelor’s Degree in Marketing, Business Administration, or a related field

Experience

• 2–4 years of experience in Sales or Commercial roles
• At least 2 years in:
  • Channel Sales
  • Route-to-Market (RTM)
  • Partner/Distributor Management or B2B Sales
• Experience in IT equipment, technology, or related sectors is preferred
• Proven exposure to managing distribution networks within Ethiopia

Other Requirements

• Willingness to travel up to 60% for partner visits

Core Competencies

• Channel & Distribution Management
• Negotiation & Persuasion
• Analytical Thinking (sell-in / sell-out analysis)
• Relationship Management & Conflict Resolution
• Market Knowledge (Ethiopian trade landscape)
• Execution & Results Orientation