The Channel Key Account Manager is responsible for managing and growing distributor and reseller relationships to drive sustainable revenue growth. The role focuses on executing channel strategies, improving sell in and sell through performance, and ensuring strong commercial outcomes across partner networks.
Key Responsibilities
Manage and develop relationships with distributors, resellers, and channel partners
Drive revenue growth through effective sell in and sell through strategies
Lead commercial negotiations including pricing, margins, rebates, and incentives
Develop and execute channel strategies aligned to business objectives
Monitor partner sales performance, stock levels, and sales trends
Forecast demand and align inventory with channel requirements
Identify and mitigate risks such as overstocking or slow moving products
Enable and support partner sales teams to improve product adoption
Ensure consistent execution of plans across all channel partners
Requirements
3 to 5 years experience in channel sales or key account management within a distribution or reseller environment
Strong understanding of distribution models and partner ecosystems
Proven ability to manage commercial agreements and pricing structures
Experience driving sell through performance, not only sell in
Strong analytical and Excel skills with a data driven approach
Experience within ICT, networking, or consumer electronics environments