Key Responsibilities:

Channel Strategy Development & Execution:

- Formulate and execute a comprehensive channel and distribution strategy for Thermax standard products.

- Align channel initiatives with the company's long-term business goals and market expansion plans.

- Define the go-to-market (GTM) strategy, including channel mix, territory coverage, and penetration.

Channel Network Expansion & Optimization:

- Identify geographic and industry-specific gaps and drive a robust plan for channel expansion.

- Lead the appointment of new channel partners while ensuring alignment with business ethics, performance parameters, and strategic priorities.

- Continuously optimize the channel structure for scalability, performance, and responsiveness.

Strategic Market Share Expansion & Geographic Penetration:

- Drive strategic initiatives to improve market share across core business lines by leveraging in-depth market segmentation and competitor intelligence.

- Identify high-potential but under-served geographies and industry clusters; craft tailored channel strategies to deepen penetration and build sustainable presence.

- Collaborate with leadership and product teams to align channel development with long-term growth opportunities and emerging market trends.

- Establish a data-driven approach to monitor market shifts, assess channel effectiveness, and proactively refine distribution strategies.

Performance Monitoring & Reporting:

- Drive an enhanced and continuously evolving version of Balanced Score Card for Channel partners.

- Develop sales dashboards and channel metrics for continuous monitoring and decision-making.

- Define and implement corrective actions based on data-driven insights.

Channel Capability Building & Engagement:

- Design and implement a structured Channel Partner Relationship Management (CPRM) program.

- Conduct regular capability assessments and enable training on technical and commercial excellence.

Policy Formulation & Governance:

- Lead the development of a comprehensive Channel Commercial Policy covering Channel finance, incentive structures, credit terms, and conflict resolution frameworks.

- Benchmark industry best practices to create a best-in-class channel ecosystem.

- Ensure compliance with statutory and regulatory requirements applicable to channel operations specially COBEC.

Cross-functional Collaboration:

- Collaborate with different divisions, Thermax channel associates and CBG team to create a robust channel framework.

- Act as a vital link between Thermax and its channel partners-translating company strategies into actionable plans on the ground, while championing the voice of the channel network within the organization to foster alignment, responsiveness, and shared success.

- Liaise with marketing, finance, Divisions, and service teams to ensure seamless channel operations.

Operational Efficiency & Digital Transformation:

- Identify and implement process improvements to enhance channel productivity and customer satisfaction.

- Promote the adoption of digital tools (SFDC, DMS, Edge, Edge live) to create a more digital savvy ecosystem.

- Champion the use of data and analytics to drive channel decisions and territory planning.

Job Specifications:.

Essential Qualification : BTech + MBA.

Experience : 15 to 20 Years.