Channel and Key Accounts Specialist 35 views

The role is responsible for building and managing a high-performing distribution ecosystem while ensuring our showrooms deliver a premium customer experience that reflects the strength of our brand.

You will oversee both direct and indirect sales channels, manage key commercial relationships, and lead teams responsible for channel sales, key accounts, and showroom operations.

Key Responsibilities

• Channel & Distribution Management
• Design and implement scalable Route-to-Market (RTM) strategies
• Identify, onboard, and manage distributors, wholesalers, retailers, franchisees, and sub-dealers
• Expand market presence across Addis Ababa and regional cities
• Build strategic partnerships with complementary businesses including banks, telecoms, and institutional partners
• Ensure partner compliance with branding, pricing, and operational standards
• Monitor partner performance, ROI, inventory health, and relationship retention

Sales & Revenue Growth

• Drive direct and indirect sales performance across all commercial channels
• Achieve monthly, quarterly, and annual revenue targets
• Grow channel revenue through third-party sales networks
• Increase market share, numeric distribution, and weighted distribution
• Develop upselling opportunities within existing key accounts
• Lead nemarket penetration initiatives across regional hubs

Showroom & Retail Operations

• Oversee day-to-day showroom operations and customer experience standards
• Ensure showrooms operate as premium showcase experience centers
• Improve walk-in conversion rates, repeat business, and customer referrals
• Maintain strong visual merchandising, branding, and showroom presentation standards
• Coordinate showroom marketing and product display activities
• Ensure showroom inventory accuracy and operational readiness

Reporting & Commercial Analytics

• Prepare daily, weekly, monthly, quarterly, and annual commercial performance reports
• Analyze sales trends, customer behavior, conversion rates, and inventory movement
• Monitor showroom profitability and ROI on commercial initiatives
• Provide strategic recommendations based on commercial insights and market data

Minimum Qualifications

• Bachelor’s Degree in Marketing, Business Administration, or a related field
• 5–7 years of experience in Sales or Commercial leadership roles
• Minimum 3 years of experience in:
  • Channel Management
  • Key Account
  • Management Route-to-Market (RTM)
• Experience within the technology, IT equipment, or related sectors is highly preferred

Skills & Competencies

• Commercial Strategy & Execution
• Distribution Network Management
• Key Account Development
• Retail & Showroom Operations
• Negotiation & Relationship Management
• Sales Analytics & Reporting
• Market Expansion Planning
• Leadership & Team Performance Management

What Makes You Successful in This Role You are someone who:

• Moves quickly and executes with urgency
• Builds strong business relationships
• Understands the Ethiopian commercial landscape
• Balances strategy with operational execution
• Uses data to drive decisions
• Takes ownership and accountability seriously