Channel Sales Manager - Photography and Optics

Our client is a well-established importer and distributor of home appliances, personal care appliances, photographic equipment (cameras and lenses), device memory and storage. Responsibilities: Responsible for sales within the photographic and optics (cameras and lenses) channel to all related retail stores.To grow the South African market in sales and profit aligned to the company's commercial strategy agreed with their distributor in South AfricaTo develop and position the company's brands across these markets as differentiated, technology led brands:To grow market share, sales and profits sustainably, across the photographic and optics channelsTo leverage full retail potential for all product categoriesManage all sales aspects of the company's relations with their South African DistributorsTo lead retail commercial terms and negotiation, forecasting, execution plan and training teams, to drive sales performance in all channels and all marketsResponsible for Product Sell into major networksIncrease attachment rates within the photographic and optics spaceCreating and implementing sell out strategies in the retail environmentManaging photographic and optics budgetsForecastingMain accountabilities and supporting activities:Deliver sales results and profitability:Elaborate the distributor forecast in detail of sell in by week and by store with activity planDrive effective channel strategy execution and range implementation with distributors to maximise and optimise the company's profitably in line with market goalsWork with the Marketing, Retail, Online and Finance Teams to execute integrated Masterplan for the emerging marketsResponsible for delivering monthly sales volumes and profitabilityTrain and upskill the capability of the sales and demonstrator team to increase effectiveness and rate of sale per store - driving best practise across the regionDrive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of resultsDistributor Partnership and engagement in new markets:Assess current distributor network and/or scope new partnersExecute playbook of geographical expansion in all phasesLead complex negotiations with retailers around commercial termsManage multi-channel Profit and LossDevelop Category Management plan by channel for each distributorLead top to top meeting and quarterly business reviewTrack monthly internal and external profitability with finance (Distributor Profit and Loss vs Company's Profit and Loss)Company's Brand awareness and communication planDevelop the brand building investment plan together with Marketing and Sales teamsAnalyse the consumer insights and market data to take in considerations consumer behaviour in building the planForecast market share and market valueDefine target for category and penetration to be reached in 5 yearsDrive the conversation around the company's plan with distributors and local stakeholders to be integrated within their planLine Management of the Sales team in the distributor:Manage and develop the distributors sales team to ensure capacity and capability to deliver the company ambitionLead the controlled retail with 3rd party, by defining demonstrators KPI's for performance and measure weeklyLegal Compliance:Ensure contracts and legal agreements are in place and compliant to internal legal guidelinesEnsure compliance with competition and bribery guidelinesOther duties, as required:Relish the opportunity to pick up new activities that fall broadly in the purpose of the roleFix things that you can see need fixingIdentify problems and find solutions Qualifications and Experience required:5+ years of sales experience, preferably with distributors and 3rd party retailers (photo and optics being a distinct advantage)Past work experience with full accountability to sales forecast and negotiationHave a track record in working on a complex project with multiple stakeholders and stretching goalsTrack record of leading a key account with high performance objectivesExperience in managing a small team and/or trainingSkills and Competencies required:Excellent organisational and planning abilityStrong Project management skillsExcellent analytical skillsExcellent communication skillsPresentation skills - able to communicate confidently at all levels of the organisation and with external senior stakeholdersAbility to work in a fast paced and challenging environmentTeam player - leading by exampleAdaptable/flexible - able to multi taskApproachableOrganisedStrong communicatorWillingness to travel in the marketStrong motivatiionPassionate about the company's technology