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  Lead the development and implementation of distributor and trade partner strategies.
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  Build and maintain strong business relationships with key distributors, ensuring efficiency and effectiveness in their operations (e.g., warehousing, inventory management, logistics, sales force, processes, and joint business plans).
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  Define infrastructure requirements for distributors, oversee implementation, and conduct regular reviews with both customers and the sales team to ensure alignment (e.g., vans, cold rooms/warehouses, administrative systems).
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  Co-own and deliver customer capability programs and training in line with agreed growth plans.
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  Identify market opportunities across segments and support field sales teams in developing and executing coverage strategies across multiple channels. This includes spotting new customer opportunities, coverage expansion, and vendor deployment.
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  Provide field oversight to ensure trade investments are deployed efficiently and deliver maximum ROI.
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  Manage trade terms reviews across different customer types and ensure proper implementation.
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  Provide on-the-ground coaching to embed customer management standards and execution frameworks.
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  Partner with the Sales Director to define and implement go-to-market, sales, distribution, and customer strategies.Lead the Sales Operations department with accountability for strategic inputs into business planning, demand planning, and sales operations processes.

Requirements

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  Bachelor’s degree in Business, Marketing, or a related field (MBA or professional certification in Sales/Marketing is a plus).
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  7–10 years of progressive experience in Sales/Customer Development, with at least 3 years in a managerial role.
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  Experience in the Telcos, technology or logistics industry is mandatory.
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  Strong leadership skills.
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  Proven ability in customer management and sales drivers.
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  Skilled in channel strategy and in-market execution.
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  Effective performance management, including providing feedback and handling complex situations.
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  Strong analytical skills with the ability to interpret complex data.
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  Excellent communication, negotiation, and problem-solving skills.
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  Ability to collaborate effectively across teams and functions.