Sales Account Manager - Channel

FORTEK Pvt. Ltd.; Lahore; On-site; PKR 1,116,000 - 1,674,000; Full time

Job summary

A technology company is seeking a Sales Account Manager – Channel to manage and expand relationships with channel partners, drive sales growth, and achieve revenue targets. The role requires 6-8 years of experience in Channel Sales or Account Management in the IT industry, with strong skills in communication, relationship building, and proven success in exceeding sales targets. Proficiency in CRM tools, especially Odoo, is essential, along with a Bachelor's or Master's degree in a relevant field. This position is based in Islamabad, Lahore, or Karachi.

Qualifications

• 6-8 years of relevant experience in Channel Sales / Account Management in the IT industry.
• Experience with IT products, data center solutions, and networking equipment.

Responsibilities

• Manage and expand relationships with channel partners.
• Drive channel sales growth and achieve revenue targets.
• Supervise and mentor sales team members.

Skills

Collaborative team player with problem-solving mindset

Excellent communication, negotiation, and presentation skills

Strong relationship-building and networking abilities

Proficiency in CRM tools and MS Office Suite

Proven record of achieving and exceeding sales targets

Proven track record in Distribution Channel Management

Education

Bachelor’s or Master’s degree in CS, IT or Business field

Tools

Odoo CRM

Job description

The Sales Account Manager – Channel will be responsible for managing and expanding relationships with the company’s channel partners, distributors, and resellers across the IT Infrastructure and Technology domain. The role involves driving channel sales growth, managing partner performance, and ensuring the achievement of revenue targets through effective collaboration, forecasting, and reporting via Odoo CRM. The ideal candidate must have strong experience in IT products, data center solutions, networking equipment, servers, laptops, and accessories, along with proven expertise in channel and distribution management.

Position Structure

• Department: Sales / Business Development / Account Management
• Line Manager: Head of Sales
• Stream: Channel Sales

Job Requirements

Base Qualifications

• Bachelor’s or Master’s degree in CS, IT or Business field.
• Graduate

Skills & Tools

• Collaborative team player with problem-solving mindset.
• Ability to handle confidential information with responsibility.
• Excellent communication, negotiation, and presentation skills.
• Strong relationship-building and networking abilities.
• Awareness of global IT brands and familiarity with distribution and reseller ecosystems in Pakistan.
• Proficiency in CRM tools and MS Office Suite.
• Proven record of achieving and exceeding sales targets.
• Proven track record in Distribution Channel Management within the tech industry.

Job Experience Required

6–8 years of relevant experience in Channel Sales / Account Management in the IT industry.

Duties & Responsibilities

Job Location: Islamabad / Lahore / Karachi

Key Responsibilities:

1. Channel Development & Management

• Build, maintain, and strengthen relationships with channel partners, distributors, and resellers.
• Identify, onboard, and develop new channel partners aligned with company objectives.
• Implement channel enablement programs, including product training and sales support.
• Ensure compliance with channel agreements, pricing policies, and credit terms.
• Monitor channel sales pipelines, stock levels, and partner performance KPIs.
• Develop and execute the channel sales plan in coordination with the Head of Sales.
• Manage channel sales forecasts, targets, and performance reports via Odoo 18 CRM.
• Achieve monthly, quarterly, and annual sales and profitability targets.
• Collaborate with product and marketing teams to launch promotions and campaigns.
• Conduct market analysis to identify competitive trends and new business opportunities.

3. Account Relationship & Support

• Serve as the primary point of contact for assigned channel partners.
• Provide partners with updated product information, quotations, and technical assistance.
• Coordinate with procurement and logistics to ensure timely order fulfillment.
• Address partner issues promptly, ensuring smooth business operations.
• Negotiate contracts, renewals, and pricing structures within approved parameters.

4. Leadership & Team Development

• Supervise and mentor sales executives, distribution officers, and channel coordinators.
• Set individual targets, track progress, and ensure alignment with Sales goals.
• Conduct regular sales meetings and performance evaluations.
• Identify training needs and collaborate with HR for upskilling in product knowledge, sales techniques, and customer handling.
• Promote a culture of accountability, collaboration, and customer excellence across the team.

5. Reporting & Other Responsibilities

• Maintain up-to-date customer and channel partner data in Odoo CRM.
• Track and update leads, opportunities, quotations, and sales orders in real time.
• Generate and review daily, weekly, and monthly sales performance reports.
• Analyze sales metrics and provide actionable insights to management.
• Coordinate with finance on invoicing, receivables, and account reconciliations.

6. Financial Recovery & Receivables

• Monitor client payments and ensure timely invoicing and collections.
• Follow up on outstanding dues and resolve billing issues in coordination with Finance.
• Maintain accurate receivables records and provide monthly aging reports.
• Support enforcement of credit policies and facilitate smooth recovery cycles with clients.

Reporting Responsibilities (Daily, Weekly & Monthly)

Daily Reporting

• Record all sales activities, client visits, and follow-up calls.
• Update sales pipeline status with accurate lead stages.
• Submit daily visit reports and action plans for next-day engagement.
• Track daily sales achievements against individual and team targets.

Weekly Reporting

• Submit consolidated weekly performance reports summarizing sales vs targets, new opportunities, partner performance highlights, client feedback and challenges.
• Update Odoo dashboards with updated sales forecasts and key account progress.
• Participate in weekly review meetings with management to discuss performance gaps and action plans.

Monthly Reporting

• Submit Monthly Business Review (MBR) reports including revenue summary by product line, target achievement and growth analysis, pipeline projections for next month, key wins/losses and lessons learned, competitor analysis and market insights.
• Ensure data accuracy and timely submission before the deadline.
• Prepare presentation slides for management review meetings.