Job Description

About the role:
The Channel Sales Head will be responsible for leading and managing the company's sales efforts across various distribution channels in India. This role involves developing and implementing channel-specific sales strategies, managing key accounts, driving revenue growth, and building strong relationships with channel partners.
What you'll be doing:

• Channel Strategy
• Develop and implement comprehensive sales strategies for different channels; different co-horts
• Identify and evaluate new channel opportunities to expand geographic market reach and penetration.
• Analyze channel performance, market trends, and competitor activities to optimize sales strategies.
• P&L Management
• Take ownership of the Channel P&L
• Develop and implement strategies to reduce channel acquisition costs
• Create and execute strategies to maximize revenue generation within the channel
• Key Account Management
• Manage and grow relationships with key accounts in each channel cohort
• Negotiate trading terms, set sales targets, and monitor performance of key accounts.
• Develop joint business plans and promotional activities with key accounts to drive mutual growth.
• Sales Team Leadership
• Lead, motivate, and mentor a team of channel sales professionals across various regions.
• Set clear sales targets, provide regular coaching and feedback, and conduct performance reviews & appraisals.
• Foster a culture of high performance, collaboration, and customer focus within the sales team.
• Extensive Travel & Field work required to drive the sales team & channel partners
• Sales Operations & Channel Management
• Manage channel partners, including appointment, training, and performance monitoring.
• Provide marketing and sales support to channels.
• Ensure channel adoption of company tools and compliance with company policies.
• Implement sales processes and systems to track performance and manage orders.
• Ensure timely and accurate sales reporting and forecasting while monitoring expenses.
• Market Intelligence
• Gather and analyze market intelligence on competitor activities, customer preferences, and emerging trends.
• Provide insights to the marketing and product development teams to improve product offerings and marketing campaigns.

• Scaled Teams/Distribution channels from 10 to 100
• Have a Master's degree in Business Administration (MBA) is preferred.
• Have 10+ years of experience in FMCG/FMCD/Telecom Sales head role , with at least 5 years in a Middle management to Senior Management role.
• Have strong understanding of the Indian distribution channels, and Channel operations
• Have a proven track record of developing and implementing successful Sales strategies.
• Have excellent communication, Planning & negotiation, and interpersonal skills.
• Have strong analytical and problem-solving abilities.
• Are proficient in using sales management software and CRM systems
• Thrive in fast-paced environments, adapting quickly to new challenges and taking ownership of high-impact projects.