Job Summary
The Channel Manager (Projects) will have primary responsibility for building and strengthening network relationships with Contractors, Distributors, Designers, Architects and other Professionals within the Construction Sector. To accomplish this the Channel Manager will focus on the growth of the Architectural & Protective Coatings portfolio of ANSA Coatings Limited through small to large scale projects, Franchise partners and distributorships. The Channel Manager will be responsible for maintaining strong industry and institutional knowledge alongside a keen understanding of the Construction Sector.
Job Responsibilities
Sales & Strategy Development
• Develop and implement sales strategies for securing small to large-scale construction projects.
• Identify and pursue new business opportunities and channels for project sales growth in Architectural & Protective Coatings.
Client Relationship Management
• Build and maintain strong relationships with key clients, including developers, contractors, architects, and other stakeholders.
Project Pipeline Management
• Oversee and manage the project sales pipeline, tracking opportunities from initial contact to project delivery.
• Develop and implement a system to maintain accurate and up-to-date records of project proposals, negotiations, leads and contract details.
Sales Forecasting
• Provide sales forecasts for upcoming months, assessing project opportunities and identifying potential risks or challenges.
• Collaborate with senior management to develop accurate and achievable revenue and sales forecasts.
Sales Negotiations & Presentations
• Lead the development of proposals and bids for potential clients, ensuring they align with both the client’s needs and company goals.
• Present project solutions, terms, and contracts to clients, leading negotiations to secure deals.
Collaboration with Internal Teams
• Work closely with marketing, production, operations, supply chain and finance teams to ensure alignment and execution of strategies.
• Communicate customer needs, market trends, and feedback to relevant departments to optimize internal processes.
People Management:
• Provide clear direction and leadership to the Projects team members, ensuring they understand their goals and how their work contributes to the overall success of key accounts.
Accounts Receivable (AR) Management:
• Ensure timely and accurate invoicing and follow-up with customers to manage and reduce aged receivables. Collaborate with the finance team to ensure smooth and efficient AR processes.
Performance Tracking & Reporting:
• Monitor and analyze the sales team’s performance, track KPIs, and make adjustments to strategies as needed to meet sales targets and project objectives.
• Implement initiatives to maximize customer lifetime value and strengthen overall revenue streams.
• Prepare reports monthly on Sales Team & Channel performance.
Revenue & Portfolio Management:
• Oversee the product portfolio for each project to maximize profitability. Maintain a 42% gross profit (GP) margin across the portfolio through effective pricing, negotiation, and product management strategies.
• Achieve Channel revenue & volume targets.
Governance
• Compliance with Ansa Mcal Group Policies & Procedures
Job Qualifications
- Bachelor’s Degree in Sales Management or related field
- An equivalent combination of academic and work experience
- Minimum 5-7 years’ experience in sales, preferably in a Projects sales environment
- Exposure to coatings industry would be an asset
- Proficient in Microsoft Office Suite
- Communication Skills, Interpersonal skills, Organisational Skills and Customer Relationship Management
