Area Channel Development Manager

Koolboks

Sales

Role Summary

As Area Channel Development Manager , you will be responsible for identifying, developing, and scaling strategic sales channels — including institutional buyers, farms, cooperatives, dealer networks, and large retail accounts.

You are not just selling — you're unlocking movement . This role combines business development, partner engagement, channel activation, and field execution. You will work closely with logistics, credit, and telesales to ensure products are not only delivered — but rotated, re-ordered, and driving real value.

️ Key Responsibilities

1. Channel Growth & Partner Onboarding

• Identify and onboard new institutional clients, farms, dealer stores, and strategic accounts.
• Build and manage relationships with key stakeholders and buying decision-makers.
• Develop region-specific strategies to unlock untapped channels and drive product penetration.

2. Movement & Distribution Management

• Ensure sell-in products are moving (i.e. not dormant at the outlet).
• Coordinate with field agents, logistics, and telesales teams to monitor stock rotation.
• Work with partners to develop re-order habits and ensure planogram compliance (where applicable).

3. Target Delivery & Field Execution

• Achieve monthly sales, collections, and expansion targets by region.
• Track conversion rates and ensure partner satisfaction and retention.
• Conduct field visits to support activations, troubleshoot issues, and ensure product visibility.

4. Data Reporting & Market Intelligence

• Maintain up-to-date CRM or sales tracker reflecting partner activity, orders, and collections.
• Report on product movement, market trends, competitor activities, and partner feedback.
Collaborate with the Business Intelligence team to improve territory targeting.

Requirements

• 4–7 years in B2B, FMCG distribution, institutional sales, or dealer engagement.
• Strong understanding of channel development, product distribution, and field sales.
• Data-driven mindset with ability to spot trends and act quickly.
• Excellent communication, negotiation, and partner management skills.
• Must be field-ready, resilient, and entrepreneurial.
Experience in cooling, energy, agro-inputs, or FMCG is an added advantage.

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