Location : New Cairo
Industry : oil & gas
Purpose
The Indirect Channel Excellence Manager is responsible for developing and executing the strategy for indirect sales channels in Egypt, with a primary focus on distributor management.
As customer buying behavior continues to evolve and markets transform, this role is critical in strengthening distributor networks, improving route-to-market effectiveness, and driving sustainable business growth through third-party distributors.
Key Responsibilities
Channel & Distributor Strategy
- Lead the development and execution of indirect channel strategies across Industrial and Consumer segments (B2B & B2C).
- Continuously assess and improve distributor coverage, capability, and effectiveness.
- Identify performance gaps and lead improvement and transformation initiatives.
Commercial & Operational Excellence
- Drive commercial excellence programs to improve sales execution and customer reach.
- Work closely with Sales and Marketing teams to develop compelling partner value propositions.
- Ensure distributors comply with company business principles and Health, Safety, Security & Environment (HSSE) standards.
- Act as the Trade Compliance focal point for the indirect channel, ensuring adherence to trade compliance requirements across internal teams and distributor partners.
Distributor Governance & Development
- Support the selection, onboarding, development, and performance management of distributors.
- Lead contract reviews and business planning cycles with distributor leadership teams.
- Identify potential business continuity risks and support mitigation planning.
Capability Building & Enablement
- Coach internal and external sales teams to ensure clear priorities, disciplined execution, and performance tracking.
- Oversee distributor performance reporting and business insights.
- Develop and coordinate training programs and capability-building initiatives for distributors.
Skills & Requirements
- 10+ years of proven experience in commercial sales or marketing roles, ideally involving distributor management, channel excellence, commercial excellence, and/or route-to-market responsibilities.
- Experience within Lubricants, FMCG, Industrial Products, or similar industries is highly preferred.
- Strong stakeholder management, influencing, and negotiation skills.
- Strategic mindset with the ability to develop strategies and translate them into practical execution plans.
- Demonstrated track record of driving transformation and improving commercial performance.
- Strong analytical, planning, and problem-solving capabilities.
- Excellent communication and relationship management skills.
- Ability to work effectively across cross-functional teams and external partner networks
