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
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.
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.
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.
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.
Date & Privacy:
- Locations
- Serbia HUAWEI Office
Serbia HUAWEI Office
What We Can Offer
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Huawei Training
Offering over 1,000 offline training programs in 77 countries and over 10,000 online courses, Huawei University gives employees the chance to grow and develop during all stages of their careers. With the help of our expert lecturers and professionally developed content centered on actual business applications, this platform will help you learn anytime and anywhere.
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New Employees
Unique development programs have been created for all new employees based on their current experience, job function, and department. This training is focused on helping new employees master product knowledge, enhancing their existing expertise, and equipping them with the tools needed to face any challenges they may face in the workplace.
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Mentorship
All new employees are assigned a seasoned, smart, and supportive mentor to guide them as they start their Huawei journey. We believe the brightest minds can help develop even brighter ones. Your mentor will not only guide your transition into Huawei during your first six months, but also become a valuable part of your personal network in the years to come.
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Internal Mobility
Huawei encourages internal movement across the company. Our flexible transfer mechanisms allow employees to apply for any position they want after their first year. Every year, over 7,000 employees transfer to new positions where they can continue to grow and shine. More challenges, more fun, and more possibilities！
Workplace & culture
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About Huawei Technologies CBG
Huawei Technologies Co. offers products and services in more than 170 countries, serving a third of the world’s population. As one of Huawei’s three primary business units, Huawei Consumer Business Group became the world’s third-biggest smartphone maker in 2015, delivering a superior user experience on its world-class lineup of smartphones, PC and tablets, wearables and cloud services, etc. With 16 R&D centers in the United States, Germany, Sweden, Russia, India, and China, Huawei opens up new possibilities for consumers through innovations in mobility, built on more than 20 years of industry leadership in the global telecommunications market.