Head - Channel Management

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About the Company :

AF Star

About the Job :-

We are seeking a seasoned Head of Channel Management to lead and expand our TMT bar retail sales through a network of dealers (80%) and distributors (20%) across South India. Operating in Karnataka.

We aim to achieve 50,000 tons per month in sales. The ideal candidate will have proven expertise in channel partner development and the strategic acumen to drive significant sales growth. While a deep understanding of the construction material market is advantageous, exceptional leadership and strategic skills are essential. Should have handled a dealership network of 500+ dealers network & minimum 150+ employees under.

Job Roles & Responsibilities :-

Channel Strategy & Expansion:

• Develop and implement tailored channel management strategies for each state to maximize market penetration.
• Plan and execute dealer and distributor network expansion
• Analyze competitive landscapes to differentiate AF Star and MS Life brands regionally.

Sales Growth & Performance:

• Drive regional sales to achieve the target of 50,000 tons per month. Grow and retain existing dealer network.
• Formulate action plans to meet or exceed sales and market share objectives.
• Regularly monitor, track, and report performance metrics to the VP of Channel Management.

Dealer & Distributor Network Development:

• Oversee the recruitment, onboarding, and management of new dealers and distributors.
• Strengthen relationships with key partners to align with company sales goals.
• Implement engagement programs, incentives, and support services to enhance partner loyalty.

Channel Partner Support:

• Provide regular communication and training to update partners on products, sales strategies, and marketing support.
• Assist partners with secondary sales support, stock management, and inventory liquidation.
• Collaborate with the logistics and operations teams to ensure smooth and timely delivery of products to dealers.

Market Intelligence:

• Gather insights on market trends, dealer expectations, and competitor strategies.
• Recommend tactical adjustments based on competitor analysis to maintain a competitive edge.

Credit & Payment Management:

• Manage channel credit terms to ensure timely collections and adherence to payment cycles.
• Collaborate with the finance and sales teams to streamline credit disbursals and collections.

Cross-Functional Collaboration:

• Coordinate with marketing, finance, and logistics teams for seamless execution of sales strategies.
• Implement regional marketing campaigns and co-branded initiatives with dealers.

Team Leadership:

• Lead and mentor regional channel managers and sales officers.
• Foster a collaborative and results-driven culture aligned with company objectives.

Reporting & Analysis:

• Regularly report on dealer performance, sales trends, and channel health to senior management.
• Use data-driven insights to identify opportunities for growth and efficiency improvements within the dealer network.
• Implement dealer feedback mechanisms to continuously improve channel management practices.

Required Skill-Set :-

• Education:

  MBA in Sales, Marketing, or related field preferred.

• Experience:

  Minimum 15 years in channel management, preferably in TMT steel, Building Materials or FMCG.

• Proven Track Record:

  Demonstrated success in managing dealer networks and driving sales growth across multiple regions.

• Leadership Skills:

  Strong ability to lead, motivate, and manage teams to achieve ambitious sales targets.

• Strategic Thinking:

  Excellent analytical skills for interpreting market data and developing strategies.

• Communication Skills:

  Outstanding interpersonal skills for engaging with dealers, distributors, and internal stakeholders.

• Travel:

  Willingness to travel extensively across assigned regions.

Key Performance Indicators (KPIs):

• Achievement of the monthly sales targets.
• Expansion and strengthening of dealer and distributor networks.
• High partner satisfaction and retention rates.
• Effective execution of marketing initiatives and incentive programs.
• Efficient management of the budgets allocated for engagement programs, incentives, and support services.
• Timely collection of payments and adherence to credit terms.