Channel Sales Manager

Company Description

Protocol Labels India Pvt Ltd, incorporated in Chennai, is a leading provider of RETAIL & AUTO ID solutions in South India. The company has branch offices in Bangalore, Erode, Tirupur, and Coimbatore. Since starting operations in 2006, Protocol Labels has expanded its offerings to include a wide range of Auto ID products such as barcode printers, scanners, RFID printers & readers, and Point of Sale systems. The team at Protocol Labels is dedicated to providing comprehensive hardware and software solutions with a strong emphasis on personalized service and customer satisfaction.

Job Summary:

We are seeking a highly experienced and results-driven Channel Sales Manager to lead and grow our sales through channel partners in the Chennai region. The ideal candidate will be responsible for developing and executing channel sales strategies, recruiting and managing channel partners, and driving revenue growth through these partnerships. This role requires strong negotiation skills, excellent relationship management abilities, and a deep understanding of the local market dynamics in Chennai.

Responsibilities:

• Channel Strategy Development & Execution: Develop and implement comprehensive channel sales strategies to achieve sales targets and expand market share within the Chennai territory.
• Partner Recruitment & Onboarding: Identify, recruit, and onboard new channel partners (e.g., distributors, resellers, system integrators) that align with the company's strategic objectives and market needs in Chennai.
• Partner Relationship Management: Build and maintain strong, long-term relationships with existing and new channel partners, acting as the primary point of contact and ensuring their success and satisfaction.
• Sales Enablement & Support: Provide partners with the necessary sales tools, training, product knowledge, and marketing collateral to effectively sell the company's products/services.
• Joint Business Planning: Collaborate with partners to develop joint business plans, set sales targets, and define go-to-market strategies to maximize channel revenue.
• Performance Monitoring & Reporting: Monitor partner performance against agreed-upon targets, analyze sales data, and provide regular reports to management on channel sales activities, pipeline, and forecasts.
• Conflict Resolution: Address and resolve any conflicts or issues that may arise between partners or between partners and the company, ensuring a fair and productive working relationship.
• Market & Competitive Analysis: Conduct market research, analyze local industry trends, and monitor competitor activities within Chennai to identify new channel opportunities and inform sales strategies.
• Promotions & Incentives: Develop and manage channel incentive programs and promotional activities to motivate partners and drive sales performance.
• Compliance: Ensure all channel sales activities and partner agreements comply with company policies and legal regulations.

Qualifications:

• Bachelor's degree in Business Administration, Marketing, Sales, or a related field.
• 4-7 years of proven experience in channel sales or a similar sales management role, preferably in the IT hardware, software, industrial products.
• Demonstrated track record of successfully developing and managing channel partnerships and achieving sales targets.
• Exceptional verbal and written communication, presentation, and negotiation skills.
• Strong interpersonal skills with a natural ability to build rapport and trust with partners.
• Highly motivated, strategic thinker, results-oriented, and a proactive self-starter.
• Proficiency in CRM software (e.g., Salesforce, HubSpot) and Microsoft Office Suite.
• Ability to work independently and as part of a collaborative team.
• Strong organizational, time-management, and project management skills.
• In-depth local market knowledge of Chennai and surrounding regions is highly preferred.

Preferred Skills:

• Ability to analyze complex channel data and market trends to identify actionable insights and opportunities.