Channel Sales Manager

Jamii Telecommunications Limited (JTL) is a telecommunications company founded in 1986, based in Nairobi, Kenya. It provides various telecommunication services.

The Channel Sales Manager will be responsible for developing and executing channel sales strategies, plans, and forecasts to meet acquisition, revenue, and market share objectives. Key activities include recruiting, onboarding, and managing dealers, distributors, and channel partners, fostering strong relationships for long-term growth. The role involves monitoring partner performance against targets, identifying gaps, and implementing improvement plans. The manager will also drive dealer outlet visibility, branding, merchandising, and trade marketing initiatives in collaboration with the Marketing team. Managing dealer commissions, incentives, claims, and commercial records, ensuring accuracy, timely payments, and compliance, is also a crucial aspect. The position requires analyzing sales performance, customer activations, churn, and partner productivity, providing regular reports and actionable recommendations. Furthermore, the manager will train and coach dealers and their teams on JTL products, sales techniques, customer experience, and digital sales tools, while collaborating with Regional Sales, Marketing, Finance, Operations, and Customer Experience teams to enhance overall channel effectiveness.

1. Develop and implement channel sales strategies, plans, and forecasts to achieve acquisition, revenue, and market share targets.
2. Recruit, onboard, and manage dealers, distributors, and channel partners, fostering strong relationships for long-term growth.
3. Monitor partner performance against targets, identify gaps, and implement performance improvement plans.
4. Drive dealer outlet visibility, branding, merchandising, and trade marketing initiatives in collaboration with the Marketing department.
5. Manage dealer commissions, incentives, claims, and commercial records, ensuring accuracy, timely payments, and compliance.
6. Analyze sales performance, customer activations, churn, and partner productivity, providing regular reports and actionable recommendations.
7. Train and coach dealers and their teams on JTL products, sales techniques, customer experience, and digital sales tools.
8. Collaborate with Regional Sales, Marketing, Finance, Operations, and Customer Experience teams to enhance channel effectiveness.

1. Bachelor’s degree in Business Administration, Commerce, Marketing, Economics, Telecommunications, or a related field.
2. At least 5 years of experience in Sales, Business Development, Account Management, or Channel Sales.
3. At least 1–2 years of experience managing dealers, distributors, agents, retailers, or other indirect sales channels.
4. Experience in Telecommunications, ICT, FMCG, Banking, Consumer Electronics, or a distribution-led industry is advantageous.
5. Proven track record in achieving sales targets, driving customer acquisition, and growing revenue.
6. Experience in dealer performance management, commission and incentive programs, sales forecasting, and budget management.
7. Strong proficiency in Microsoft Excel, CRM systems, sales reporting, and data analysis.
8. Excellent relationship management, negotiation, communication, problem-solving, and stakeholder engagement skills.