Channel Sales Manager

• Overseeing channel strategy, dealer network expansion, and team management for the construction machinery business in East Africa. By implementing systematic channel deployment and effective sales management, aim to enhance market coverage, sales volume, and profitability across the region, ensuring the company's sustainable and steady growth in East Africa.

1. Regional Channel Strategy and Planning

• Formulate and execute the East Africa region's annual and medium-to-long-term channel development strategies and sales plans
• Design the dealer network configuration and regional coverage framework by country, industry segment, and product line
• Establish sales objectives, resource deployment, and strategic priorities for each country and channel.

2. Channel Development & Dealer Management

• Lead the introduction, evaluation, and negotiation of dealers and master distributors in key countries
• Review dealer admission criteria, authorization policies, and annual cooperation plans
• Establish a dealer tiered management mechanism (Core/Growing/Nurturing types)
• Handle major channel conflicts and maintain key relationship partnerships

3. Sales Target & Performance Management

• Break down and manage regional and country-level channel sales targets (machinery, parts, and services)
• Drive the closure of major projects, key accounts, and government/infrastructure orders
• Monitor pricing system, gross margin levels, credit terms, and collection risks
• Ensure sales compliance, contract execution, and operational quality standards

4. Team Management & Capability Building

• Responsible for recruitment, training, motivation, and performance appraisal of the channel sales team
• Guide subordinates in channel empowerment, project follow-up, and customer negotiations
• Build a cross-cultural sales and management team with localization capabilities

5. Market & Competitor Analysis

• Continuously track market changes, policy environments, and industry trends in East Africa's construction machinery sector
• Conduct in-depth analysis of key competitors' (Caterpillar, Komatsu, Sany, XCMG, etc.) channel models, pricing, and market strategies
• Deliver regional market and channel analysis reports to support the company's strategic adjustments

6. Internal Collaboration & Resource Integration

• Collaborate with product, supply chain, finance, after-sales, and parts teams to improve overall channel operational efficiency
• Drive the rollout of after-sales service networks, parts warehousing, and financial solutions across channels
• Represent the region in headquarters' strategic discussions and major decision-making support

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