Senior Channel Manager

Location: Cairo, EG

Company Overview:

Since our founding in 1982 we have grown to become a world leader in comprehensive transport and delivery solutions for business and consumers. Headquartered in Dubai, at the heart of the world’s most dynamic commercial hub and on the site of historic trade routes linking east and west, commerce and transport are deeply embedded in Aramex’s DNA. We are dedicated to transforming the face of trade, expanding our operations rapidly to better connect businesses and consumers worldwide.
Custom Field 1: 6651

Senior Channel Manager

Purpose of the Job

To meet assigned revenue targets by managing a team of Key Account Managers, and by developing key relationships with High Value customers

Job Description

STRATEGY
Contribute to the commercial strategy development to maintain, protect, improve and grow key account sales & revenue
Develop the channel strategy in line with the commercial strategy and translate that to all local activities, in coordination with the local representatives
EXECUTION
Responsible for achieving the assigned channel revenue targets by retaining existing business and growing new opportunities from the existing customer base, to achieve agreed profit margins
Ensure healthy cash flow by supporting credit collection activities
Identify, develop and maintain the relationship with a defined number of key accounts through networking with the decision makers and understanding business challenges and opportunities
Drive a high level of customer satisfaction through engaging key stakeholders across the network
Support the Commercial Head in customer sales forecasting and setting channel sales objectives, in support of commercial objectives.
Responsible for the overall Channel function with regards to account planning, development, implementation of Sales activities & programs.
Assist in the completion of RFPs for the purpose of obtaining new projects.
Track and analyze existing accounts’ performance to support the development of new solutions for the customers.
Manage after-sales and act as a major point of contact for the key customers
Contribute to the development of new solutions based on customer needs, market dynamics and best practices, and ensure proper implementation in coordination with all stakeholders
Perform all aspects of the sales process and input & update all relevant activities utilizing CRM
TEAM MANAGEMENT
Coach and Mentor a team of Key Account Managers to support their capability development
Conduct joint customer visits to enhance relationships and to provide feedback to the respective Key Account Managers
Support in defining trainings needed for the team and participate in the talent management process
Strong oversight of a succession planning program to support channel objectives.
CONTINUOUS IMPROVEMENT
Network with peer group & other internal affiliates to roll out best proven practices, as relevant
Engages in research for the purpose of expanding personal and Company knowledge of industry trends, best practices, marketing and sales

Job Responsibilities - Experience and Education

Bachelor’s degree in business or any other field At least 8 years sales experience, preferably in a related industry, at least 3 years in a leadership role

Skills and Competencies

Proven track record of attaining organizational and personal objectives – Results Oriented Strong Business Acumen and Industry Knowledge Strong Work ethic and Customer Centric mindset Proven track record in improvements in forecasting, sales force sizing, dashboard implementation Proficient in working with Global and local leaders to develop short and long-term goals that are specific to our commercial organization – Results Oriented Adaptable, strong team player with outstanding communication skills and ability to work with all functional areas (Cross Functional Relationship Management) Experienced in leading a team and translating strategy into action Ability to Coach and Mentor a team based on individual needs Strong Negotiation Skills, incorporating various strategies and desired outcomes Ability to influence all customers (both internal and external) on issues that impact the business Proficiency in the usage Microsoft office and other tools, to deliver key accountabilities

Leadership Behaviors

Building Outstanding Teams Setting a clear direction Simplification Collaborate & break silos Execution & Accountability Growth mindset Innovation Inclusion External focus Skills