Job
Description
Job Title: Business Development Manager Channel Sales (Franke & Faber) Department: Sales – Channel Sales Reporting To: Regional Sales Manager / Zonal Sales Manager Experience Required: Minimum 2 Years in Channel Sales (preferably in Appliances, Consumer Durables, or Kitchen Solutions sector) Employment Type: Full-time Role Summary: The Business Development Manager (BDM) – Channel Sales will be responsible for driving sales through the dealer network, enhancing channel engagement, expanding the dealer base, activating inactive channels, and ensuring sell-out growth across the assigned territory. This role focuses specifically on Franke & Faber kitchen appliances and aims to grow market share by driving excellence in distribution, in-store execution, and market coverage. Key Responsibilities: 1. Channel Sales Management Achieve monthly, quarterly, and annual sales targets through channel partners (dealers/distributors). Maintain strong relationships with existing partners and drive sales across product categories (chimneys, hobs, cooktops, etc.). Ensure proper stock availability and sell-through at the dealer level. 2. New Dealer Expansion Identify and appoint new dealers and sub-dealers in white spaces to improve market penetration. Conduct market mapping to evaluate potential channel partners. Ensure proper onboarding and product training for new dealers. 3. Inactive Dealer Activation Identify and re-engage inactive or low-performing dealers. Understand reasons for inactivity and create customized reactivation plans. Monitor progress and support with trade schemes or localized marketing initiatives. 4. Sell-Out & ISD Management Drive secondary sales through effective collaboration with In-Store Demonstrators (ISDs). Monitor ISD performance and ensure daily reporting and effective in-store product visibility. Plan and execute in-store promotions and campaigns in coordination with the marketing team. 5. Payment Collection Ensure timely collection of payments from channel partners. Monitor outstanding dues and coordinate closely with finance teams to manage credit limits. Resolve payment disputes and maintain transparent records. 6. Market Intelligence & Data Analysis Analyze secondary sales data, market trends, dealer feedback, and competitor activities. Use insights to create actionable plans for growth and market share improvement. Prepare weekly/monthly reports on channel performance and ROI on initiatives. 7. Distributor Relationship & Support Manage distributor inventory levels and minimize stock ageing. Support channel partners with timely promotional material, product catalogues, and after-sales coordination. Ensure compliance with company policies, pricing norms, and branding guidelines. Key Requirements: Education: Graduate in any discipline (MBA in Marketing/Sales preferred). Experience: Minimum 2 years of experience in Channel Sales, preferably in kitchen appliances, consumer electronics, or home improvement sectors. Strong understanding of dealer management, channel expansion , and retail sell-out dynamics . Proficiency in data tools like MS Excel, Google Sheets, and basic CRM/reporting tools. Excellent communication, negotiation, and interpersonal skills. High degree of ownership, target orientation, and execution skills. Willingness to travel extensively within the assigned territory. Preferred Skills: Prior experience in working with premium appliance brands Regional language fluency (if applicable). Familiarity with ISD networks and retail execution.
