Channel Account Executive

Job Overview:

This role is directly responsible for managing Industrial Distributor primary and secondary sales as well as business development within the assigned territory. This includes overseeing sales and business development activities, with a particular focus on channel expansion, all carried out under the guidance and support of the Channel Account Manager (CAM).

Key Responsibilities:

• Responsible for achieving business plan and annual plan targets in the assigned territory.
• Must visit a minimum of five secondary customers a day to grow the company's footprint.
• Will follow a fixed Route-to-Market (RTM) plan and route plan to cover the territory and is expected to travel extensively.
• Accountable for growing, managing, and supporting the channel network.
• Expected to conduct distributor and customer training, and organize customer meets and events.
• Must effectively implement marketing schemes, SFDC, channel finance, and any other Head Office initiative for the territory.
• Required to identify key business opportunities to generate revenue.
• Responsible for resolving partner-related issues and sales conflicts in a timely fashion.
• Must recruit new channel partners for growth without disturbing any BUS existing business, as per the requirement and guidance of the Channel Account Manager (CAM).

Required Skills and minimum experience:

• Must have 2-3 years of prior experience in a sales, business development, or equipment maintenance role.

• Should have a track record of achieving laid down targets and creating a wide and sustainable customer base.
• Experience in managing channel operations and interacting with multiple stakeholders is required.
• Product knowledge or exposure in Industrial Customers, Construction and Mining segments, Machinery/Aftermarket Industry, Tyre/Gear industry, Lubricant and Manufacturing industry will be preferred.
• Must have the ability to drive sales and achieve annual plans.
• Should possess an understanding of market expansion and competition.
• Ability to benchmark performance against key operational targets and set goals is essential.
• Must be capable of working in cross-functional teams including DSRs.
• Strong communication skills and proficiency in local languages are required.
• Ability to establish, develop, and maintain excellent relationships and rapport with customers and business groups in the assigned territory is important.
• Good analytical and negotiation skills are necessary.