Channel Sales Manager

Job Description

JOB SUMMARY The Channel Sales Manager is responsible for managing and developing the sales, marketing, distribution, and market presence of OSRAM lighting and other Lighting products in Cambodia. The position leads product planning, sales activities, customer and dealer development, team performance, product promotion, and market expansion. The Lights Manager ensures that OSRAM products and other Lighting are properly positioned, promoted, sold, and supported in accordance with company objectives, brand standards, pricing policies, and customer requirements. MAIN RESPONSIBILITIES 1. Key Responsibilities A. Sales and Business Development ● Develop and implement sales strategies for OSRAM lighting and other lighting products. ● Achieve monthly, quarterly, and annual sales targets. ● Develop new customers, dealers, distributors, electrical shops, contractors, consultants, project owners, and corporate accounts. ● Expand OSRAM and Lighting product coverage in Phnom Penh and other assigned areas. ● Develop sales opportunities in residential, commercial, industrial, retail, hospitality, construction, and infrastructure markets. ● Maintain strong relationships with key customers and business partners. ● Follow up on quotations, projects, tenders, specifications, and sales opportunities. ● Support negotiations with major customers and strategic accounts. ● Ensure sales activities follow approved pricing, credit terms, and company policies. ● Identify opportunities to increase sales of OSRAM lamps, LED products, luminaires, professional lighting, and related products. B. Team Management ● Supervise, coach, and motivate the lighting sales team. ● Set daily, weekly, and monthly sales activities and targets. ● Monitor individual and team performance against assigned objectives. ● Conduct regular sales meetings and performance reviews. ● Accompany sales staff on customer and project visits when required. ● Provide coaching on product knowledge, sales techniques, negotiation, customer service, and project follow-up. ● Identify performance gaps and implement appropriate improvement plans. ● Coordinate with the National Sales Manager regarding recruitment, training, and development needs. C. OSRAM and Lighting Product Management ● Maintain strong knowledge of OSRAM lighting and other lighting products, specifications, applications, benefits, and technical features. ● Understand product categories, including LED lamps, LED tubes, professional luminaires, floodlights, high-bay lights, streetlights, decorative lighting, and related lighting solutions. ● Ensure the sales team provides accurate product information to customers. ● Prepare and maintain product catalogues, price lists, technical data sheets, and product comparison materials. ● Support product demonstrations, lighting presentations, and customer training. ● Coordinate with suppliers, technical teams, and brand representatives regarding product information and technical issues. ● Monitor product availability, new product launches, discontinued products, and replacement products. ● Support the introduction and promotion of new OSRAM products and other lighting in the Cambodian market. D. Lighting Project and Specification Management ● Identify and develop lighting projects from the early planning stage through order completion. ● Build relationships with architects, lighting designers, consultants, engineers, contractors, developers, and project owners. ● Promote OSRAM and other lighting products for inclusion in project specifications and tender documents. ● Review lighting requirements, product specifications, quantities, and applications. ● Coordinate with the Technical Department to prepare suitable lighting solutions. ● Support lighting calculations, product selection, technical submissions, and project proposals where required. ● Monitor project progress, competitor involvement, quotation status, and expected closing dates. ● Follow up on project deliveries, installation requirements, commissioning, and after-sales support. ● Maintain an updated project pipeline and report project risks to management.

Job Requirements

● Bachelor’s degree in Business Administration, Sales and Marketing, Electrical Engineering, Electrical Technology, or a related field.
● At least 4 years of experience in sales, business development, product management, or lighting products.
● Previous experience managing a sales team or lighting business is preferred.
● Experience with OSRAM products or other international lighting brands is an advantage.
● Strong knowledge of lighting products, LED technology, electrical products, and lighting applications.
● Strong communication, negotiation, presentation, leadership, and problem-solving skills.
● Good knowledge of Microsoft Excel, Word, and PowerPoint.
● Knowledge of lighting design software or lighting calculation tools is an advantage.
● Good command of English.
● Willingness to travel for customer, dealer, project, and market visits when required.
● Valid driving license is preferred.