Manager - Channel Sales

Job Description: Manager – Channel Sales

Position Title: Manager – Channel Sales

Department: Sales & Business Development

Job Purpose

The Manager – Channel Sales is responsible for developing, managing, and expanding the channel partner network to drive sales growth, market penetration, and revenue achievement in line with the organization’s business objectives.

Key Responsibilities

1. Channel Partner Management

• Identify, onboard, and manage distributors, dealers, resellers, and channel partners
• Build strong, long-term relationships with channel partners
• Ensure channel partners meet sales targets and performance benchmarks

2. Sales Planning & Execution

• Develop and execute channel sales strategies to achieve revenue and volume targets
• Prepare monthly, quarterly, and annual sales plans
• Monitor sales performance and take corrective actions where required

3. Market Expansion & Business Development

• Identify new markets and growth opportunities
• Increase product reach and availability through effective channel expansion
• Conduct market visits to assess competitor activity and customer needs

4. Partner Enablement & Training

• Conduct product training and sales enablement programs for channel partners
• Support partners with marketing initiatives, promotions, and schemes
• Ensure partners are aligned with company policies and branding guidelines

5. Forecasting & Reporting

• Provide accurate sales forecasts and MIS reports
• Track key performance indicators (KPIs) such as sell-in, sell-out, and inventory levels
• Analyze trends and recommend strategies for improvement

6. Coordination & Compliance

• Coordinate with internal teams (marketing, supply chain, finance) to ensure smooth order fulfillment
• Ensure credit control, payment collections, and compliance with company policies
• Resolve channel conflicts and customer escalations effectively

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, or a related field (MBA preferred)
• 5–10 years of experience in channel sales, preferably in FMCG, Pharma, IT, or Consumer Durables
• Proven track record of achieving and exceeding sales targets

Skills & Competencies

• Strong negotiation and relationship management skills
• Excellent communication and presentation abilities
• Strategic thinking with execution focus
• Ability to analyze sales data and market trends
• Willingness to travel extensively

Key Performance Indicators (KPIs)

• Channel sales revenue and growth
• Number and performance of active channel partners
• Market penetration and coverage
• Collection efficiency and partner satisfaction

Working Conditions

• Full-time role with extensive field travel
• May require weekend or extended work hours during peak business periods

Job Types: Full-time, Permanent

Benefits:

• Health insurance

Work Location: In person