Channel & Distributor Development Manager

SUMMARY:
Overview:
A growing South African manufacturer and supplier of premium hospitality amenities is seeking to appoint a Channel & Distributor Development Manager to drive growth within its wholesale and distributor network.

The business supplies products to hotels, lodges, guest houses and hospitality establishments across South Africa and neighbouring markets, primarily through a network of regional distributors.

This role will focus on developing, supporting and expanding the distributor channel, ensuring partners are effectively equipped to represent the brand, grow sales and strengthen market presence.

The successful candidate will operate in a highly entrepreneurial environment, taking ownership of the channel and building structure, processes and marketing support to accelerate growth.

POSITION INFO:
Key Responsibilities:

Distributor Relationship Management

• Build and maintain strong relationships with existing distributors across South Africa and neighbouring regions.
• Act as the primary point of contact for distributor support and engagement.
• Ensure distributors are well equipped with product knowledge, sales tools and marketing materials.

• Identify opportunities to expand the distributor network into new geographic markets.
• Recruit and onboard new distributors where appropriate.
• Develop initiatives to increase sales performance within existing distributor accounts.

• Develop and coordinate marketing collateral and product materials for distributors.
• Support product launches and ensure distributors are updated on new ranges.
• Work with external partners (designers, photographers, etc.) to produce marketing assets where required.

• Conduct periodic visits to key distributors and larger hospitality clients.
• Identify opportunities to strengthen brand presence within hotels, lodges and hospitality groups.
• Assist distributors with sales strategy and market positioning.

• Coordinate the annual distributor conference or partner events.
• Build engagement initiatives that strengthen relationships with the distributor network.

• Develop a structured approach to managing the distributor channel.
• Provide insight to leadership regarding market trends, customer needs and opportunities for growth.

• Experience in channel sales, key account management, or distributor management
• Exposure to hospitality, FMCG, product distribution, or manufacturing environments
• Experience working with distributor networks or reseller channels would be highly advantageous.

• Strong relationship management capability
• Commercial and entrepreneurial mindset
• Ability to operate independently in a standalone role
• Strong project coordination and organisational skills
• Ability to translate business strategy into practical execution

• Self-starter who is comfortable building systems and processes from scratch
• Comfortable operating in a small, entrepreneurial business environment
• Commercially minded with strong initiative
• Strong communication and relationship-building ability