Overview
The Channel Management Head leads and develops DITO MSME Business nationwide channel partner ecosystem to drive acquisition and revenue growth. The role manages teams of Channel Managers, ensuring partner productivity, strong engagement, and successful execution of indirect sales strategies to expand DITO's MSME footprint.
Functions and Responsibilities
Channel Development & Management
- Lead, coach, and manage Channel Managers focused on MSME partner recruitment and enablement.
- Design and implement channel programs to expand reach, enhance partner performance, and improve sales conversions.
- Set productivity and revenue targets for Channel Managers and partner clusters.
- Monitor partner health to ensure alignment with business goals and compliance with sales and operational standards.
Sales Growth & Performance Management
- Drive MSME acquisition and revenue generation through indirect channels.
- Deploy incentive programs and sales campaigns that boost partner activity and loyalty.
- Review pipelines, conversion rates, and forecasts to ensure targets are achieved.
- Analyze metrics and recommend strategies to improve sales efficiency.
Partner Relationship Management
- Build and strengthen relationships with key partners and aggregators.
- Oversee partner onboarding, training, and certification to ensure readiness and consistent messaging.
- Handle escalations and support complex deals or operational issues.
- Advocate for partner needs while upholding profitability and company objectives.
Market Development & Strategic Execution
- Identify high-potential MSME clusters and execute localized go-to-market initiatives.
- Support development of value propositions, sales tools, and MSME marketing activities.
- Collaborate with Product and Marketing teams on MSME programs and co-branded campaigns.
- Track competitive dynamics and recommend actions to strengthen channel positioning.
Cross-Functional Collaboration
- Work closely with Product, Marketing, Credit, Service Delivery, Finance, and other teams to streamline partner operations.
- Ensure alignment from lead generation to service fulfillment.
- Provide market insights to support business planning and product development.
Sales Operations & Governance
- Ensure accuracy and completeness of partner pipelines and CRM reports.
- Submit forecasts, performance analyses, and business reviews to management.
- Recommend operational improvements to enhance channel efficiency and reporting quality.
- Uphold compliance with partner policies, pricing guidelines, and contractual obligations.
Employment Standards
- Adherence to DITO Business policies, ethical standards, and compliance procedures.
- Professionalism, accountability, and integrity in all engagements.
- Protection of client confidentiality and data privacy.
- Alignment with company culture, values, and strategic direction.
Job Skills & Qualifications
- Proven leadership experience in channel or indirect sales management (telecom, ICT, or FMCG preferred).
- Strong people management skills with the ability to motivate and develop teams.
- Deep understanding of MSME markets, partner ecosystems, and channel dynamics.
- Excellent communication, negotiation, and relationship management abilities.
- Expertise in strategic planning, sales forecasting, and pipeline management.
- Data-driven mindset with CRM proficiency (e.g., Salesforce).
- High initiative, resilience, and adaptability in a dynamic environment.
- Bachelor's degree in Business, Marketing, or related fields (Master's degree an advantage).
