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Channel Sales Manager

Islamabad, Pakistan

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Job Location: Islamabad

1. Purpose of the Position

The Channel Sales Manager is responsible for consistently achieving sales targets through effective management of the Distribution Channel. The role supports Channel Partners and Distributors throughout the end-to-end sales process, builds accurate sales forecasts and reporting, manages pricing and approval processes, ensures compliance excellence, and drives revenue growth through targeted marketing campaigns and impactful partner engagement events. The role acts as a proactive liaison across cross-functional teams to streamline sales operations and strengthen long-term channel relationships.

2. Functions/Duties (Key Responsibilities)

a. Sales Target Achievement & Channel Management

  • Consistently achieve assigned sales targets through effective management of the Distribution Channel.
  • Monitor channel performance regularly and take corrective action to close gaps against targets.
  • Identify growth opportunities within existing channel partners and expand the active partner base.

b. Channel Partner & Distributor Support

  • Support Channel Partners and Distributors throughout the end-to-end sales process, from order placement to after-sales follow-up.
  • Ensure seamless communication with relevant internal teams to resolve partner queries promptly.
  • Build strong, trust-based relationships with distributors and partners to drive loyalty and long-term collaboration.

c. Sales Forecasting & Reporting

  • Build accurate sales forecasts and invoicing reports using the CRM/ERP system, providing valuable insights to line management.
  • Track sell-in and sell-out data to support inventory planning and demand visibility.
  • Prepare periodic performance dashboards and reports for management review.

d. Pricing, Negotiation & Approvals

  • Take ownership of price escalation, negotiation, and approval processes across the entire pricing channel.
  • Drive profitability and competitiveness through disciplined pricing decisions aligned with company policy.
  • Coordinate with finance and management for timely approval of special pricing or discount requests.

e. Legal & Compliance Coordination

  • Ensure smooth communication and resolution of queries and challenges raised by Legal & Compliance teams.
  • Foster compliance excellence by ensuring all channel agreements, credit terms, and transactions adhere to company policy and regulatory requirements.

f. Marketing & Revenue Growth

  • Craft and implement dynamic marketing campaigns in coordination with the marketing team to drive revenue growth.
  • Identify and capture new market opportunities, including untapped geographies and customer segments.
  • Support co-branded and joint marketing initiatives with key channel partners.

g. Cross-Functional Liaison

  • Serve as a proactive liaison among cross-functional teams, streamlining sales functions including order management, invoicing, and logistics.
  • Escalate and resolve operational bottlenecks affecting channel sales delivery.

h. Events & Partner Engagement

  • Organize and flawlessly execute impactful Webex sessions, seminars, and networking events, fostering meaningful connections with customers and partners.
  • Represent the company at trade exhibitions, dealer meets, and industry forums to strengthen brand presence.

i. Reporting & Additional Responsibilities

  • Maintain accurate records of channel partner agreements, credit limits, and performance history.
  • Perform any other task assigned by the Line Manager / GM Sales.

3. Qualification & Experience

  • Bachelor’s degree in engineering with prefereably MBA
  • 5–8 years of proven experience in channel sales, distribution management, or B2B sales, preferably in the electrical, electronics.
  • Hands-on experience with CRM/ERP systems for forecasting and reporting.
  • Strong track record of achieving sales targets through third-party distribution networks.

4. Skills & Competencies

  • Strong negotiation and relationship management skills with channel partners and distributors.
  • Analytical ability to build accurate forecasts and interpret sales data.
  • Sound understanding of pricing strategy, margin management, and commercial terms.
  • Excellent cross-functional coordination and communication skills.
  • Event planning and public engagement skills for seminars, webinars, and networking activities.
  • Working knowledge of legal, compliance, and contractual requirements in channel sales.
  • Proficiency in MS Office and CRM/ERP tools.


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