{"id":4092359,"url":"https://alion.io/job/orange-botswana-direct-and-controlled-channels-manager","title":"Direct and Controlled Channels Manager","company":{"id":177424,"name":"Orange Botswana","domain":"orange.co.bw","url":"https://alion.io/company/orange-botswana","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Manatal","truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":"staff","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Gaborone, Botswana"],"countries":["BW"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Excel","optional":false}],"status":"live","first_seen_at":"2026-11-11T20:29:08Z","employer_posted_date":"2026-11-11","last_verified_at":"2026-11-13T02:56:45Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"Direct and Controlled Channels Manager\nThe Direct and Controlled Channels Manager is a role responsible for developing, managing, and optimizing the organization's direct sales channels(Orange Shops) and controlled distribution channels(Retail, Banks & Aggregators) to drive revenue growth, market penetration, customer acquisition, and customer retention. The role translates the organization's sales strategy into effective channel execution, ensuring that all direct and controlled channels deliver against agreed sales targets, service standards, operational requirements, and profitability objectives. The role provides leadership and oversight of assigned channels, strengthens channel performance through effective planning and resource management, and ensures consistent execution of commercial initiatives across the organization's sales network\nThe main duties include but are not limited to:\nDefine the strategy of the Orange Shops network and manage/steer the related commercial plans\nBear the responsibility of the performance, P&L, resources allocation, QoS of the network\nManage/steer functionally all shops in close relationship with the Director of the field operations\nManage/steer directly the VIP sales operations to achieve sales and customer service objectives\nDefine and update on yearly basis the development strategy of the network\nDefine and update on yearly basis the master plan of the network and conduct the related shops transformation action plan\nDecline from the development strategy the commercial plans translated into operational action plans and manage their implementation,\nBear the responsibility of the overall performance, the P&L of the network and the related budget defining the revenue targets and resources\nConduct the market technology watch to propose retail innovations aiming to strengthen Orange shops leadership\nAllocate shop targets and analyze daily, weekly and monthly performance\nManage the stocks and devices range for the channel in close interface with Performance & Tools, marketing and supply chain teams based on sales forecasts and trends\nManage and steer directly the VIP program targeting high value customers\nManage functionally the Orange shops in close relationship with the Director of the field operations in charge of the operational direct management\nLiaise with the Sales support manager to build consistent action plans embedding training, coaching, animation, merchandising,\nMonitor the Quality of Service (QoS) measurement tools and action plans targeting to be consistently and sustainably the best in class distributor in Botswana\nLiaise with the Performance and Tools manager (P&T) to develop a daily, weekly, monthly accurate and comprehensive reporting\nManage the shops staff commission and monitor the commission\ncalculation/payment liaising with the P&T and the HR team\nManage staff and functions development accordingly with the network development strategy in close relationship with the HR team\nManage the shops processes matrix, review processes periodically and secure their implementation through KPI management, internal and external audit\nChannel Strategy and Business Planning\nTranslate the overall sales strategy into channel-specific business plans, sales objectives, and execution priorities.\nDevelop and implement strategies to grow revenue, expand the customer base, improve market coverage, and increase channel productivity.\nIdentify opportunities to strengthen existing channels and develop new direct or controlled channel capabilities in line with business objectives.\nEstablish channel-specific sales targets, budgets, performance standards, and operational plans.\nMonitor market developments, customer behavior, competitor activity, and channel trends to identify opportunities and risks.\nRecommend improvements to channel structures, processes, systems, and resource allocation to enhance commercial performance.\nDirect Channel Management\nManage the performance of the organization's direct sales channels, including company-owned sales outlets, direct sales teams, tele sales, digital sales, or other applicable direct-to-customer channels.\nEnsure direct channels achieve agreed sales, revenue, customer acquisition, retention, and service targets.\nDrive consistent implementation of sales campaigns, product launches, pricing initiatives, and promotional activities across direct channels.\nImprove sales conversion, customer engagement, cross-selling, and upselling\nthrough effective sales management practices.\nEnsure that direct channels deliver a consistent customer experience and uphold the organization's brand and service standards.\nIdentify and address barriers to sales productivity, customer satisfaction, and channel growth.\nControlled Channel Management\nManage and oversee controlled channels, including company-managed distribution points, appointed agents, exclusive or controlled dealers, franchise operations, or other designated channel partners, as applicable.\nEnsure controlled channels operate in accordance with approved commercial agreements, operating procedures, brand standards, pricing policies, and service requirements.\nEstablish clear performance expectations and accountability frameworks for controlled channel operators and their teams.\nMonitor sales performance, product availability, stock management, customer service, and compliance across controlled channels.\nConduct regular channel reviews and implement corrective actions where performance falls below agreed standards.\nStrengthen channel relationships and collaboration to improve coverage, sales effectiveness, and customer access.\nIdentify opportunities to optimize the footprint, productivity, and commercial contribution of controlled channels.\nSales Performance and Revenue Management\nTake accountability for the achievement of agreed sales targets and key performance indicators across assigned channels.\nDevelop channel sales forecasts, monitor sales trends, and provide regular performance reports to the Chief Sales Officer.\nAnalyze sales volumes, revenue, margins, customer acquisition costs, conversion rates, and other relevant commercial indicators.\nIdentify performance gaps and implement time-bound action plans to address underperformance.\nEnsure effective pipeline management, sales tracking, and timely reporting of results.\nRecommend initiatives to improve revenue generation, sales productivity, cost efficiency, and overall channel profitability.\nMonitor the effectiveness of sales campaigns and recommend adjustments based on performance data.\nBudget and Resource Management\nPrepare and manage channel budgets in line with approved business plans and financial targets.\nMonitor channel expenditure and ensure that resources are used efficiently and responsibly.\nEvaluate the financial performance and return on investment of channel initiatives, promotions, and operational improvements.\nIdentify opportunities to reduce operating costs without compromising sales performance or customer experience.\nEnsure appropriate staffing, equipment, systems, and operational resources are available to support channel objectives.\nWork closely with Finance to monitor budgets, revenue performance, cost trends, and profitability.\nPeople Management and Development\nLead, coach, and develop supervisors, team leaders, and other assigned employees.\nTranslate business objectives into individual and team performance targets.\nConduct regular performance and business reviews, provide constructive feedback, and implement development plans.\nBuild a performance-driven culture characterized by accountability, customer focus, collaboration, and continuous improvement.\nIdentify skills gaps and coordinate appropriate training and development initiatives.\nSupport succession planning and the development of future channel leadership capability.\nPromote adherence to organizational policies, ethical standards, and workplace requirements.\nCustomer Experience and Market Development\nEnsure direct and controlled channels deliver a consistent, accessible, and customer-focused service.\nMonitor customer feedback, complaints, service levels, and customer satisfaction indicators.\nWork with relevant departments to resolve recurring customer issues and improve service delivery.\nIdentify opportunities to attract new customers, increase product adoption, improve retention, and grow customer value.\nEnsure that channel activities support the organization's brand positioning and overall customer value proposition.\nUse customer and market insights to inform channel improvements and commercial initiatives.\nOperational Governance, Risk and Compliance\nEnsure all assigned channels comply with internal policies, approved procedures, contractual obligations, and applicable laws and regulations.\nMaintain appropriate controls over sales transactions, cash handling, inventory, customer information, and other channel operations, as relevant.\nMonitor operational risks, control weaknesses, and compliance exceptions, ensuring timely corrective action.\nConduct regular channel performance and operational reviews, including site visits and audits where appropriate.\nEnsure accurate sales records, supporting documentation, and reliable management information.\nEscalate significant commercial, operational, compliance, or reputational risks to the Chief Sales Officer and relevant stakeholders.\nPromote ethical sales practices and responsible customer engagement across all assigned channels.\nStakeholder Management and Collaboration\nWork closely with Marketing to coordinate campaigns, promotions, product launches, and customer acquisition initiatives.\nCollaborate with Operations and Distribution to ensure product availability, fulfilment efficiency, and reliable channel operations.\nPartner with Finance on budgeting, forecasting, financial controls, and profitability analysis.\nCoordinate with Customer Service to improve customer experience and resolve service delivery issues.\nWork with IT and digital teams to improve sales systems, channel reporting, and technology-enabled selling.\nMaintain effective working relationships with channel partners, internal stakeholders, and other relevant business partners.\nProvide timely, accurate, and actionable channel performance updates to the Chief Sales Officer.\nSkills:\nProblem Solving\nEffective Communication\nOwnership and accountability\nAutonomy/Self Driven\nCollaboration\nGood knowledge of retail sector\nGood knowledge of process definition\nGood leadership and people management skills\nStrong communication and presentation skills\nGood financial skills and ability to build and analyze a business case\nAbility to innovate\nTeam player\nSelf starter\nGoal getter\nComputer Literate (Advanced Excel and PowerPoint)\nQualifications and Experience:\nMaster's in Business, Sales or Marketing Masters degree in Computer Science, IT, Telecommunication or related fields.\nMinimum10 years of experience in retail & proven record of people management\nData Protection Notice - Orange Botswana processes applicant data for recruitment purposes based on legitimate interest and pre-contractual necessity. 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