Head - Channel Sales - FMCG

Position: Head- Channel Sales

Function: Sales

Position Summary:

Responsible for creating and implementing channel partner strategies and tactics to achieve sales and market share objectives for the defined category of products through channel partners. Responsible for maintaining and expanding relationships with assigned National/Regional distributors and dealers.

Key Responsibilities:

- Establish and maintain productive and professional relationships with National/ Regional channel partners.

- Responsible for delivering revenue and market share growth objectives for assigned channel partners.

- Develops the Channel partner commercial plan, including development and implementation of tactics to accomplish growth targets.

- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.

- Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally.

- Ensure compliance with partner agreements.

- Drive adoption of company programs among assigned channel partners

- Proactively recruits new qualifying partners and rationalize existing partner relationships on an ongoing basis.

- Define promotional tools and sales tactics to drive sales including product pricing, promotional tactics and distribution channels.

- Work with Marketing Communications to implement promotional tactics and establishes metrics to assess performance of promotional program.

- Provide feedback, information, market intelligence and recommendations to improve market penetration and increase sales.

Required Competencies:

- Analytical & detail oriented approach

- Having good communication abilities.

- Being self motivated and flexible.

- Results Orientation - Drive for Results

- Decision Making Skills

- People Influence

- Process driven

- Strategic Thinking

- Compliance driven

Educational Qualification:

- MBA/PG from premium institutes.

Experience:

- Currently leading Channel Sales team for mid to large company with specific 12+ years experience in Channel and Direct sales and marketing.