Senior Channel Manager

Job Description

Job Overview

The Senior Channel Manager will oversee relationships with national distributors and regional dealers to drive product stocking, sell-through performance, new product roll-outs, and clearance of slow-moving SKUs. The role also provides direct sales support to field offices by coordinating orders, tracking arrivals, and ensuring sales targets are consistently met.

Key Responsibilities

1. Distributor & Partner Management

Serve as the primary contact for national distributors and regional resellers.

Build strong commercial relationships through regular reviews, alignment meetings, and performance discussions.

2. Order, Stock & Logistics Control

Monitor distributor purchase plans, PO fulfilment, and goods-in schedules.

Maintain healthy stock levels and manage safety stock rules, replenishment cycles, and SKU mix guidelines.

3. Sales Targeting & Execution

Translate company sales targets into distributor and territory-level targets.

Develop and implement channel promotions, incentive schemes, and price / protection policies to drive sell-through.

4. New Product Roll-out & Down-trade Distribution

Lead channel roll-out plans for new handsets and accessories, ensuring on-shelf availability nationwide.

Implement differentiated down-trade strategies by city tiers and support local activation with marketing and merchandising teams.

5. Slow-moving Stock Management

Identify ageing inventory and execute clearance plans (bundles, promotions, buy-back, return-to-factory).

Manage approvals for price changes and write-offs in line with company policy.

6. Field & Sales Support

Provide distributors and field teams with product briefings, merchandising guidelines, and sales scripts.

Support training roll-outs and in-store promotional execution.

7. Reporting & Analytics

Maintain channel dashboards covering orders, inventory, sell-through, receivables, promo ROI, and dispatch tracking.

Present weekly and monthly performance insights with actionable recommendations.

8. Compliance & Risk Control

Enforce compliance with pricing policy, outlet authorization, anti-counterfeit standards, and complaint management.

Partner with Finance to follow up on collections and manage debtor exposure.

Requirements

Qualifications & Experience

Education : Degree in Marketing, Supply Chain, Business Administration, or a related field.

Experience : Minimum of 5 years in channel or distributor management; at least 3 years in consumer electronics, mobile devices, or FMCG preferred.

Skills :

Strong commercial negotiation and relationship management skills.

Solid understanding of order-to-cash and inventory management processes.

Proficiency in data analysis, Excel, and basic BI dashboards.

Strong project management and cross-functional coordination abilities.

Experience designing channel promotions, price protection, and clearance schemes.

Languages : Fluent in English; Hausa or French is an advantage.

Traits : Results-driven, resilient, analytical, and high integrity.

Mobility : Willing to travel frequently across Nigeria, including secondary and rural locations.