Mid-Senior Channel Sales Manager / Distributor Management Lead (Open Market - Consumer BG)

Location: Belgrade, Serbia

Department: Consumer Business Group (CBG)

Reporting to: Country Director / Regional Sales Vice President

📌 Executive Summary

We are seeking a high-caliber Mid-Senior Channel Sales Manager / Distributor Management Lead to serve as the key commercial driver for our Consumer Business Group across Serbia and the Western Balkans.

In this senior management role, you will hold end-to-end accountability for Tier-1 National Distributor (ND) governance, B2B Commercial Policy strategy, Sell-In revenue growth, and channel ecosystem stability. You will directly negotiate with distributor C-level executives and shape the commercial strategy for smartphones, PCs, wearables, and smart devices.

Note on Scope: This is a strategic B2B Commercial & Distributor Leadership position. Candidates whose experience is limited to retail store operations, promoter/demo team oversight, or store-level merchandising without direct National Distributor P&L and credit governance will NOT be considered.

🎯 Strategic Responsibilities & Core Ownership

1. National Distributor (ND) Governance & C-Suite Engagement

   • Lead strategic partnerships with top-tier National Distributors (e.g., Comtrade, KimTec, ASBIS) across the region.

   • Drive executive-level commercial negotiations, Joint Business Planning (JBP), and multi-million Euro annual distribution contracts with Distributor CEOs, CFOs, and Commercial Directors.

   • Evaluate distributor capability, financial structure, credit capacity, and working capital efficiency to ensure business scaling and risk mitigation.

2. Commercial Policy Design & Sell-In Revenue Management

   • Own and execute the total Sell-In P&L and revenue targets across all consumer hardware categories.

   • Design and implement competitive Commercial Policies, including quarterly Front-Margin structures, Back-Margin (Rebate) matrices, Price Protection (PP) mechanisms, SPA (Special Price Authorization), and MDF (Market Development Funds).

   • Manage distributor credit allocation, payment terms, and cash collection in close alignment with Finance & Credit Control teams.

3. Regional PSI & Inventory Health Control

   • Strategic oversight of distributor Purchase, Sales, and Inventory (PSI) models to ensure optimal inventory turnover (Weeks of Supply - WOS).

   • Formulate GTM product launch quotas and aging-stock clearance programs to minimize price erosion and stock bottlenecking.

4. Channel Ecosystem Architecture & Anti-Dumping Control

   • Architect sub-distribution hierarchy (Tier-1 to Tier-2 / Reseller ecosystem) to balance market coverage and channel margins.

   • Formulate and enforce MAP (Minimum Advertised Price) policies, resolve cross-channel conflicts, and strictly govern unauthorized gray-market/cross-border dumping.

📋 Leadership & Professional Qualifications

• Professional Background: 3+ years of progressive commercial sales and channel management experience within 3C Consumer Electronics, Mobile Devices, IT Hardware, or Telecommunications.

• Distributor Leadership (Must-Have): Proven track record of directly governing Tier-1 National Distributors (e.g., Comtrade, KimTec, ASBIS) or holding Product/Business Unit inside a major 3C hardware distributor.

• Core Management Competencies:

  • Expertise in Sell-in forecasting, PSI strategy, and corporate credit risk governance.

  • Advanced proficiency in B2B commercial modeling (Structuring complex rebates, margins, price protection, and contractual SLAs).

  • C-level executive presence and master negotiation skills.

• Education & Languages: Bachelor’s degree in Business, Economics, Engineering, or related fields. Native/Fluent Serbian with professional proficiency in English.

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