Channel Engagement Head

Deputy General Manager - Channel Engagement

Position Summary:

We are seeking a seasoned professional with a minimum of 10 years’ experience in channel management—preferably within the FMEG, FMCD, or FMCG sectors. This role, part of the Channel Engagement team, plays a pivotal role in supporting Business Units (BUs) by strengthening collaboration with dealers, distributors, and other channel partners. The ideal candidate will utilize their expertise to gather market feedback, generate actionable insights, lead channel engagement initiatives, and optimize trade marketing strategies to drive business growth.

Key Responsibilities:

1. Feedback Framework Development

• Design and implement a robust feedback system to collect insights from dealers and distributors.
• Gather market intelligence on product performance, customer behaviour, and emerging trends.
• Integrate feedback into channel marketing strategies for targeted improvements.

2. Competitive Analysis & Market Dynamics

• Continuously monitor competitor activities, retail trends, and overall market dynamics.
• Work closely with sales teams across BUs to gather field-level intelligence.
• Contribute to long-term channel marketing strategies aimed at market share growth and competitive differentiation.

3. Channel Engagement & Marketing Calendar

• Collaborate with cross-functional teams to develop and manage monthly, quarterly, and annual engagement calendars.
• Ensure timely execution of engagement activities aligned with product launches, seasonal demand, and key business events.

4. Channel Relationship Management

• Foster strong, long-term relationships with dealers, distributors, and retailers.
• Act as a liaison to understand channel partners’ challenges, opportunities, and feedback.
• Align internal processes and initiatives to support different sales channels, including Trade, Rural, and Projects.

5. Sales Enablement

• Equip channel partners with the necessary tools, training, and marketing resources.
• Partner with sales teams to ensure that channel partners are empowered to drive sales effectively.
• Tailor enablement strategies to meet specific channel needs and goals.

6. Performance Metrics & Reporting

• Define and monitor key performance indicators (KPIs) to measure channel engagement success.
• Conduct regular performance reviews and provide actionable insights based on data analysis.

Qualifications:

• Education:

  MBA (mandatory)

• Experience:

  At least 10 years of experience in channel management within FMEG, FMCD, or FMCG sectors.

• Skills & Competencies:

• Strong analytical and data-driven decision-making capabilities.
• Excellent communication, relationship-building, and negotiation skills.
• In-depth understanding of trade marketing strategies and execution.
• Familiarity with multi-channel distribution networks and retail ecosystems.