Description:

Key responsibilities:

Design the channel:

- Define partner segments, tiering, coverage and the commercial construct across target cities; get Finance sign-off on payout economics before rollout.

- Build the operating system - empanelment criteria, onboarding, partner agreements, service levels and an exit path for non-performers.

- Build the partner value proposition and the engagement calendar that keeps practices active.

Build the network and the book:

- Personally open the first set of marquee architect relationships and convert them into producing partners.

- Take the network from zero to an active, revenue-producing base; own the funnel from identification to empanelment to first order.

- Carry the order book and gross sales value target; forecast monthly, close the gap, and keep partner payouts, cost of acquisition and realisation inside approved bands.

Build and lead the team:

- Hire, structure and lead the channel team across business development, empanelment and key account management.

- Set targets, review cadence and incentive plans; coach the team on consultative selling to design professionals.

- Build the second line so the channel does not depend on any single relationship, including yours.

Govern:

- Work with Design, Projects and Delivery so partner-sourced projects are executed to the standard the partner staked their name on.

- Report channel performance to leadership with clean numbers and specific asks.

Must have:

These are non-negotiable. Applications that don't demonstrate all five will not be shortlisted.

- 12 - 15+ years of overall experience, with a clear progression into channel or partner-led sales leadership.

- Built a channel sales team and partner network from scratch - a 0-to-1 build, not inheriting one. A referral network, an empanelment programme, a franchise or FOFO model, or a dealer and institutional partner ecosystem all count. Be ready to walk through what you started with, how many partners you signed, how long it took and what the channel delivered.

- Industry experience in real estate, home interiors, construction or building materials. Candidates outside these categories will not be considered, regardless of channel pedigree.

- Ownership of a revenue and P&L number at scale, with direct accountability for revenue, gross margin, partner payout and cost of acquisition.

- Hired and led a multi-city field sales team, including structure, targets, incentives and review discipline. Graduate degree required; MBA or equivalent preferred. Willingness to travel across target markets.

Advantage:

- A working relationship with the architect community. Having sold to or through architects and interior designers, and understanding how a practice makes a specification or referral decision, is the single strongest differentiator for this role.

- Specification-led selling in building materials, where the architect or consultant decides the brand before the buyer does.

- Experience in individual home building, turnkey interiors, or premium and HNI home segments.

- Experience running a franchise, FOFO, dealer or empanelment-style partner programme with tiering, certification and incentive mechanics.

Client Profile:

- The company is a $23 billion conglomerate with a presence across various sectors, including steel, Energy, Minerals, Port and Infrastructure, Cement, Ventures, and Paints, across India, the US, South America, and Africa.

- The company is spearheading a new mission to build the most preferred one-stop, omni-channel, integrated, tech-led offering for MSMEs in manufacturing and construction through a multi-brand, multi-category marketplace.

- The company also provides an end-to-end home construction solutions business that helps individual homeowners build their homes, covering design, approvals, construction, and final handover under a single contract. The company leverages a network of Sales and Operations partners and a technology-driven platform offering design visualisation, transparent pricing, and real-time project tracking.