Airtel Nigeria (Airtel Networks Limited), a leading mobile telecommunication services provider in Nigeria and a member of Airtel Africa Group, is committed to providing innovative, exciting, affordable and quality mobile services to Nigerians, giving them the freedom to communicate, rise
above their daily challenges and drive economic and social development.
We are recruiting to fill the vacant position below:


Job Title: Channel Manager
Location: Nigeria
Job Purpose
To sustain and enhance targeted gross revenue and gross acquisition in respective SME business by effective implementation of planned sales and channel management strategies.
Duties and Responsibilities
Acquisition, management, and retention of SME/SMBs directly and indirectly through channel partners:
To identify and recruit suitable channel partners who will drive the effective acquisition of SME customers
Ensure adherence of channel partners to all guidelines as this will help ensure their profitability and sustain demand. Responsible for the implementation, acquisition & retention strategy for prospective and existing accounts in the zone
Create opportunities to run presentations of Corporate products to SMB /SME all segments in the Zones, directly and through channel partners
Responsible for SME/SMB account development and relationship management process for accounts in the channel guided by the signed service level agreement
Maximize sales through effective execution and implementation of placement and distribution strategies
Grow the usage of Corporate products in the states
Create exceptional opportunities to sell non-voice products such as data, blackberry, leased circuit, dedicated internet etc
Encourage and develop opportunities to have Airtel presence in all RETAIL & SME COMPANIES in the zones
3rd Party Channel Management:
Visit a minimum of 3 channel partners per week. Such visit should be targeted at ensuring availability of POS materials, reviewing performance against target, reviewing product knowledge of field sales agents and taking corrective actions as required
Facilitate and coordinate the recruitment, training, and development of Field Sales agents
Constantly ensure field sales employees are optimally deployed by advising channel partners and dealers on route planning, territory management, etc.
Market & Competitor Analysis:
Monitor the activities of competition in our target market and customer segment and develop or recommend counter measures to win competition
Cross Functional Liaison and Support:
Co-ordinate with learning & Development and marketing for product, process and behavioral training of field sales employees and channel partners
Work with service delivery and support bill delivery and collection in the zone
Target Allocation, Forecasting, Reporting:
Accountability for ensuring that agreed target are cascaded across channel partners and field sales agents
Lost Opportunities
Prospect and funnel management
Initiatives
Responsibility for managing performance variances and reallocating targets as required
Timely report, of all activities (Daily, weekly, monthly, quarterly etc.. and as required).
Acquisition - Performance Vs. Target and against all product lines
Service queries and challenges
Channel branding and visibility:
Ensure appropriate branding is carried by all active outlets within the territory
Identify visibility opportunities for Airtel brand within the territory
Others:
Presence at relevant events, ensuring expected benefits are realized
Reduce debt portfolio and churn in your segment
Carry out all other functions as directed by ZBM
Dimensions (Metric Measures)
Revenue Growth
Postpaid Gross Adds/Activations
Activations & Query Resolutions with SLA
Churn Management
Quality of Gross Adds
Channel Activation Score
Active Channel Partner
Educational Qualification
A University Degree in Business Administration, Marketing or related course
3-5 years preferably in FMCG, Consumables & telecom
3-5 years’ experience in managing sales channel or Key Accounts
Sales channel management or Key account management, Presentation, report writing and basic computer skills
Key Decisions:
Responding to market dynamics and recommending measures to increase sales from existing & new accounts
Constantly tracking and reviewing channel partners activities and pre-empting counter solution for market expansion
Major Challenges:
Managing and monitoring channel partners
Creating visibility of Airtel products and services
Effective and timely communication of all schemes and product launches to existing customers and channel partners
Expanding our acquisition drive, and retaining accounts
Expanding SME/SMB sales coverage by appointing new channel partners
Other requirements (Behavioural etc.):
Achieving Results, & Delighting the Customer
Analytical
Team Player; Independent, Confident, and Objective
Attention to detail/ excellent oral and written communication skills
Good presentation skills
Ready to achieve beyond set target
Committed to common goals and values of the organization


Application Deadline: 5th June, 2017.



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