Regional Lead Channel Management

Purpose/Objective

A Regional Lead - Channel Management drives channel strategies for sales growth, manages partners, implements initiatives, and ensures compliance for operational efficiency and maximized sales.

Key Responsibilities of Role

Channel Strategy Development: Develop and implement channel strategies to achieve sales targets and expand market share in the assigned region. Analyze market trends, competitive landscape, and customer needs to identify opportunities for channel development and optimization. Collaborate with senior management to align channel strategies with overall business objectives. Channel Partner Management: Identify, recruit, and onboard channel partners such as dealers, distributors, and retailers in the region. Establish and maintain strong relationships with channel partners, providing support, training, and incentives to drive performance. Monitor channel partner performance and compliance with contractual agreements, taking corrective actions as necessary. Sales and Distribution Management: Set sales targets and objectives for channel partners, monitoring performance and providing guidance to achieve targets. Manage the distribution network, ensuring timely delivery of products to customers and optimizing inventory levels. Implement sales promotions, pricing strategies, and incentive programs to stimulate demand and drive sales growth. Market Intelligence and Analysis: Gather market intelligence on customer preferences, competitor activities, and industry trends to inform decision-making and strategic planning. Conduct regular market analysis to identify opportunities for product expansion, segmentation, or differentiation. Provide insights and recommendations to senior management based on market research and analysis. Trade Marketing and Micro Market Initiatives: Identify white spaces through micro-market initiatives to uncover untapped opportunities for business growth. Collect and analyze market data at the micro-market level to support decision-making and strategy development. Customer Churn Analysis: Systematically analyze customer behavior patterns, transaction history, and feedback to identify trends and predict future churn rates. Capability Building and Compliance: Implement dealer loyalty and other engagement programs to enhance partner satisfaction and loyalty. nsure compliance with governance policies and regulations, implementing controls and monitoring adherence. Conduct capability building programs to equip channel partners with the skills and knowledge to succeed. Digital Adoption: Drive the adoption of digital tools and technologies among channel partners to enhance efficiency and effectiveness. Provide training and support for the use of digital tools to streamline processes and improve collaboration. Ethical Standards Use ethical reasoning to guide decisions, considering the broader impact on the organization and stakeholders. Ensure all communications, both verbal and written, reflect the organization’s commitment to integrity and ethics. Policy Adherence and Development Implement and enforce organizational policies to maintain consistency and alignment with corporate objectives. Contribute to policy development by providing feedback and insights from departmental operations. Organizational Skills Prioritize tasks effectively to ensure timely completion of departmental objectives and projects. Implement best practices in workflow management to reduce bottlenecks and improve output quality. Manage multiple projects simultaneously, adapting to changing priorities and demands with agility. Transparency in Operations Foster a culture of openness by sharing information transparently with team members and stakeholders. Establish clear accountability mechanisms to track performance and decision-making within the department. Document and communicate decision-making processes and rationales to ensure clarity and understanding.

Technical Competencies

Channel Strategy Development,Channel Partner Management,Sales and Distribution Management,Market Intelligence and Analysis,Trade Marketing and Micro Market Initiatives,Capability Building and Compliance

Qualifications and Experience

Qualifications: MBA or equivalent degree, with a specialization in Sales, Marketing, Business Administration, or a related field. Experience: A minimum of 5-7 years of sales experience in the cement and allied industries, experienced Territory Sales Officer, in managing distribution channels, dealers, and distributors in the building materials industry.