Leadership Role - Channel Management & Channel Strategy - Manufacturing

Job Responsibilities:

Responsible for driving performance of channel partners through Dealer Account Managers and Dealer Account Heads, by developing standard processes and tools and measuring performance based on common performance metrics

Revisit the Balanced Dealer Score card for revision of performance metrics to ensure that the score card is covering the current and relevant parameters which reflects the true dealer performance and helps DBU to drive the channel effectiveness.

Leads cross business unit and cross-functional teams to improve common processes and measurement tools to ensure Company business objectives are appropriately conveyed to channel partners

Manage the implementation and utilization of Distributor Development tools to build capability and measure channel partners- performance

Manage Distributor annual operating plan process globally ensuring Distributor annual operating plan updates are maintained and available to key stakeholders

Manage the Distributor Business Review process

Establish and disseminate schedule and communicate topics, coordinate issues identified and resolution

Manage the implementation of Distribution Development strategies and global Distribution Development initiatives

Coordinates global communications, conferences and councils

Manage processes involving Distributor Evaluation, Distributor Contracts, Distributor Councils and conferences

Provides input to the annual operating plan for the work area

Review Dealer and distributor Contracts from Time to Time for amendments needed on account of organisation's policy changes, Dealer ownership changes or any other amendments which are needed to have a robust contract in place and meet all statutory requirements

Review of Contract templates from time to time to ensure that the exposures are minimised and contracts are updated for the changing business scenarios. Work closely with Legal to ensure that the contract terms are updated.

Execute Channel Strategy and dealer / distributor network restructuring with the support from all stake holders.

Execute the Dealer transitions involving key stake holders like Dealer Account Heads, Dealer Account Managers and Dealer HODs

Drive / Support the A review process on need basis for any alliance / acquisition of dealer / distributor territories

Work closely with business leaders on Dealer account settlements for outgoing dealerships with Finance for Full & Final settlement in a fair and timely manner and obtain acceptance of closure from outgoing dealer.

Work closely with legal for coordinating any litigations/ legal issues arising out of Dealer operations / separations.

Lekhram Vishwakarma
Senior Consultant - Human Resource
Skillventory