Channel Sales Manager - Heavy Duty Tipper Segment

Job Title: Channel Sales Manager (CSM) - HD Tipper

Location: Pune

Position Type: Full-time

Industry: Industrial & Manufacturing

Reports To: Regional Sales Manager / Zonal Head

Key Purpose of the Role:

The Channel Sales Manager will be responsible for driving sales performance, enhancing customer engagement, and improving channel operations in the HD Tipper segment.

The role demands strong expertise in managing channel partners, customer handling, market development, and execution of sales strategies to achieve business goals in the assigned territory.

Experience Required:

- Total Experience: 3 to 9 years

- Relevant Industry Experience: 3 to 6 years

- Preferred Sector: Heavy-duty Trucks / Construction Equipment

Work Schedule & Benefits:

- Working Days: 5-day work week

Relocation Support:

- Travel reimbursement

- 15 days of stay accommodation for family

- One exception allowed for candidates with no less than 57% academic percentage

Mandatory Skills:

- Channel Management

- Product Awareness (HD Tippers, Construction Equipment)

- Customer Activation and Engagement

- Direct Customer Handling

- Financial Acumen & Sales Planning

Position Description / Key Responsibilities:

HD Sales & Market Share Growth:

- Conduct detailed customer profiling in the assigned territory.

- Develop and ensure adherence to a DSE-wise sales plan.

- Coordinate with financing partners to ensure fund availability for customers.

- Enhance Value Truck contribution to the overall sales mix.

- Organize customer connect events to drive brand engagement.

- Provide training and support to the dealer sales team.

Customer Engagement & Process Adherence:

- Secure budgets and execute customer engagement initiatives.

- Review and monitor progress of customer action plans created by ASM.

- Engage with key customers and stakeholders to improve customer satisfaction and loyalty.

Ensure compliance to:

- JCP Tracker (for DSEs and self)

- Daily & Weekly Huddles

- Sales Activity Planning, Execution & Review

- Joint Sales and Service Visits

Business Development Initiatives:

- Promote Dealer-led (unassisted) sales.

- Provide on-job coaching to DSEs/DSMs on the 7-stage sales process.

- Drive training compliance across DSEs/DSMs.

- Oversee VIP Deliveries and customer satisfaction.

- Resolve dealer operational issues related to sales.

- Implement BPS and Segmentation methodology at dealership level.

- Ensure systematic collection of customer testimonials.

- Monitor and enhance DSE productivity.

Customer Issue Resolution:

- Capture and track customer concerns via the RO War Room weekly.

- Ensure timely follow-up and resolution of all issues.

Preferred Candidate Attributes:

- Strong negotiation and interpersonal skills

- Analytical mindset for data-based decision-making

- Strategic thinker with execution capability

- Proficient in managing key accounts and dealer operations

- Strong communication and team coordination abilities