Head -Channel Sales (Industrial/ Paint/ Construction)

Greetings!

We are looking for Head - Channel Sales (Sr Manager) for south Region for a reputed MNC Construction Material manufacturing Organisation based at Bangalore

1. 1. Channel Strategy & Partner Management

• Develop relationships with channel partner executives and sales teams.
• Own supplier channel strategy, partner acquisition, and revenue generation.
• Define comprehensive product basket and positioning for market.
• Provide value and service propositions to channels/customers (with Supply Chain alignment).
• Strategically support marketing initiatives for brand/channel alignment.
• Work on go-to-market strategies.

1. 2. Performance Management

• Lead, empower, and mobilize a team of partner sales managers.
• Monitor and guide team performance to goals while inspiring success.
• Assess current team processes, identify areas for improvement, and implement changes.

1. 3. Sales, Revenue & Business Development

• Collaborate with internal and external stakeholders to acquire new clients.
• Build strong business relationships with key customers aligned to company objectives.
• Monitor sales and analyze performance trends to identify opportunities and issues.
• Assist in development of short, medium, and long-term strategic plans.

1. 4. Product Management & New Product Development

• Evaluate current product offering and recommend enhancements for scalability.
• Identify gaps and work with PMG teams to develop new products.
• Validate suitability of new products before launch.
• Define key USPs, product positioning, and marketing support.
• Coordinate with Product Management, Marketing, and Zonal Teams for launches.
• Review targets vs. actual performance for new product rollouts.

1. 5. Product Mix & Pricing Strategy

• Develop agreement with business on targeted product mix.
• Tailor TOB and schemes to achieve desired mix.
• Agree on price bands and overall pricing strategy with business teams.
• Implement agreed pricing strategy through the PMG team.

1. 6. Promotions, Campaigns & Marketing Support

• Design and execute specific product promotions and campaigns.
• Coordinate with Marketing and Zonal Managers for execution.
• Estimate required marketing investment for the channel.
• Collaborate with Marketing to develop sales materials (catalogues, flyers, etc.).

1. 7. Digital & Brand Strategy

• Design and implement digital strategies to improve brand reach and business growth.
• Support development and implementation of brand strategies and programs.

1. 8. Customer & Market Insight

• Understand market dynamics, industry-specific trends, and landscapes.
• Use insights to identify solutions and sustainable business growth opportunities.
• Work with credit, operations, and tech teams to integrate partner feedback into product improvements.

Qualifications for Channel Sales Manager

Education Qualifications

• Bachelor’s degree in business administration, Marketing, Sales, Supply Chain Management, or a related field. MBA or a master’s degree in business management, Marketing, Sales, or a relevant discipline will be preferred.

Job Qualifications

Experience

1. 12+ years

   of progressive experience in channel management, partner management, or sales leadership roles, preferably in a Retail.
2. Proven track record of successfully developing and executing channel strategies that drive revenue growth and partner engagement.
3. Experience in managing cross-functional teams and coordinating with product, marketing, and supply chain departments.
4. Demonstrated ability to develop and implement go-to-market strategies and product launch initiatives.
5. Experience with pricing strategy, promotional campaigns, and digital/brand marketing strategies.
6. Strong background in sales performance management and business development, including stakeholder management.

Skills & Competencies

• Strategic thinker with the ability to translate business objectives into actionable channel plans.
• Excellent relationship-building skills, capable of managing senior channel partners and internal stakeholders.
• Strong leadership skills with experience in team motivation, performance assessment, and process improvement.
• Analytical mindset for interpreting sales data, market trends, and customer insights to drive decisions.
• Proficient in product management concepts and new product development processes.
• Strong communication and presentation skills, with the ability to collaborate effectively across multiple teams.
• Experience in digital strategy formulation and brand management is highly desirable.
• Knowledge of supply chain alignment with sales and channel operations.

Technical Proficiency

• Comfortable with CRM tools, sales performance dashboards, and market analysis software.
• Familiarity with pricing models and promotional budgeting.
• Understanding of digital marketing tools and platforms for brand and channel development.

cbe@bvrpc.com

Regards

Thiru

Principal Consultant

BVR People Consulting