Enterprise Business - Trade Specialist

Job Description

To drive trade and channel execution for the Enterprise SME segment across assigned regions, ensuring that products, propositions, and promotions are effectively activated through the right trade channels enabling revenue growth, market penetration, and superior customer acquisition within the SME space.

Responsibilities

1. Trade Channel Activation & Management Own the end-to-end activation of trade channels (dealers, resellers, agents, and retail partners) within the regional SME territory. Ensure all channels are equipped, motivated, and aligned to push enterprise SME products and solutions effectively. Monitor channel productivity and drive consistent sell-through performance across assigned regions.
2. Go-to-Market Execution Support the rollout of GTM campaigns, product launches, and promotional programmes at the trade level. Translate regional commercial strategies into on-ground trade activities, including trade briefings, product training, merchandising, and trade incentive management, ensuring timely and accurate execution in the field.
3. Trade Performance Monitoring & Reporting Track and report on key trade metrics including channel sales contribution, activation rates, stock movement, and incentive utilisation. Identify underperforming channels and work with regional leads to implement corrective action plans. Provide regular trade performance updates to the Regional GTM and Enterprise Business leadership.
4. Partner & Dealer Relationship Management Build and maintain strong working relationships with trade partners, dealers, and resellers across the region. Act as the primary point of contact for trade-related matters, resolving issues promptly and ensuring partners have the necessary tools, collateral, and support to represent the company's SME propositions competitively.
5. SME Market Intelligence & Feedback Loop Gather on-ground market intelligence including competitor trade activities, pricing movements, and channel sentiment. Translate field insights into actionable feedback for the GTM, Product, and Marketing teams to continuously refine trade strategies and SME propositions for the region.

Requirements

• Bachelor's degree in Business Administration, Marketing, Communications, or a related field.
• Minimum 4–6 years of experience in trade, channel management, or field sales, preferably within the telecommunications, ICT, or FMCG industry with direct exposure to SME or B2B customer segments.
• Experience managing dealer or reseller networks, executing trade programmes, and driving channel productivity across multiple geographic territories.
• Familiarity with trade incentive structures, channel onboarding processes, and partner lifecycle management is essential.
• Ability to interpret trade performance data, identify trends, and translate findings into actionable field plans.
• Proficiency in Microsoft Excel, CRM tools, and basic reporting platforms.
• Strong understanding of SME buying behaviour, sales cycles, and how trade channels influence the end customer acquisition journey.
• A highly driven self-starter with strong relationship-building skills and the ability to engage and influence trade partners at all levels.
• Comfortable working in a fast-paced, field-heavy environment with the discipline to manage multiple trade accounts simultaneously.