Channel Manager – Sales – IT Vendor - JHB

To drive and grow profits, revenue sales and supplier and vendor bases through effective management of accounts and maintaining strong lasting customer relationships thereby ensuring customer retention and sustainability for the organisation.

MEASURABLE OUTPUTS

1. Achieving your SALES target

2. Achieving your minimum number of supplier appointments per month every month

3. Achieving your new supplier approval acquisition targets

4. Account Management

5. Stakeholder relationship management

6. Supplier relationship management

7. Self-Management

Responsibilities:

New Business Development

Understand industry, industry models, market trends, customer drivers, products and business systems and processes to ensure potential business is in line with organisational goals

Identify target customers by analysing potential markets in line with industry and specialty

Analyse potential and existing customers to ensure competitive edge

Capitalise on existing relationships, knowledge, experience, etc

Determine positioning with suppliers in line with customer needs and direction

Regularly attend meetings, discussions and events

Develop proposals and present same to relevant stakeholders

Negotiate reseller agreements with suppliers and resellers

Develop qualified pipeline, quote, sell and close deals by maintaining calling programs

Ensure sustainability by aligning to company strategy

Update the customer of relevant current status within the business as well as value add services on offer and ensure cross selling of these services (e.g. insurance, asset tracking etc.)

Account Management

Retain overall responsibility for the profit and loss and growth achieved in the IT channels and the overall deliverables

Attend regular meetings with suppliers to ensure needs and expectations are understood and met

Follow up on outstanding issues to ensure timeous resolution

Understand customer drivers and nuances of customers

Analyse and identify customer, industry and market trends to identify gaps and risks and develop possible solutions

Manage Terms and Conditions and life cycle of customers

Ensure SAP is accurately updated to track accounts

Manage budgets in line with company annual target measured on a monthly basis

Coordinate the end of term strategy through liaising with internal and external stakeholders and communicate this strategy to all involved in the process

Establish multiple contacts with senior stakeholders within the customers organisation (i.e. CIO, CFO, CEO, Procurement etc.) and expand visibility of the company by utilising relationships of senior internal stakeholders

Manage the interaction between internal and external stakeholders to ensure that all potential points of contact and influence are being served appropriately through optimal delivery of expectations for both parties

Provide regular feedback to the team regarding the customer structure and ensure the team is aware of who is accountable to deliver tasks in order to meet deadlines

Stakeholder Management

Identify decision makers and develop relationships

Identify challenges and obstacles and ensure timeous resolution

Identify need to escalate issues to relevant stakeholders within the business for resolution

Manage interaction of internal stakeholders with customers

Manage customer expectations to ensure both parties needs are met

Role:

Sound internal and external networks

Excellent written and verbal communication (e.g. SLAs)

Express and implied ethical responsibilities and values

Basic Project Management

Advanced financial knowledge and applied numeracy

Basic IT understanding

Excellent knowledge of systems and product knowledge

Education and Requirements:

Relevant or recognised Post Matric qualification in Finance/IT or equivalent is not essential as we look mainly to experience and existing networks in the field of IT related channel management operations

Must have experience in IT vendor channel management and the sale of asset-based finance / rental finance products to the SME, Corporate and/or Public sector. Having done so in the I.T. environment will be an advantage. Having an existing base of suppliers in the IT space will be a major advantage

Sales and marketing experience, knowledge and understanding

Excellent financial understanding of product offerings and financial savvy

Ability to structure and tailor solutions

Integration of customer drivers and business needs

Ability to communicate appropriately at a variety of organisational levels

Passion for results

Relevant legislative knowledge and understanding

Salary - R800 - R1 mill pa