Head of Channel Business (AGM)

Objective

The AGM – Channel Business will be responsible for driving strategic growth of channel sales across assigned regions by strengthening distributor and dealer networks, optimizing channel performance, and ensuring alignment with organizational goals. The role demands strong leadership, regional oversight, and cross-functional coordination to deliver sustainable revenue growth through distribution channels and EPC partners.

Key Responsibilities

Seasoned channel sales leader with strong commercial acumen, negotiation skills, and proven capability in managing complex channel ecosystems with large dealer and distributor networks.

Overall

• Lead and oversee channel business strategy across regions, ensuring achievement of annual and long-term sales targets.
• Develop, expand, and strengthen distributor, dealer, and stockist networks in line with market potential and business plans.
• Provide strategic direction and mentoring to Managers and frontline sales teams to enhance channel effectiveness and productivity.
• Drive partner engagement through structured interaction, performance reviews, and capability-building initiatives.
• Formulate and approve pricing strategies, quotations, and commercial frameworks aligned with organizational guidelines and market conditions.
• Ensure strong relationships with key channel partners through value-added support, technical guidance, and service excellence.
• Monitor sales planning, forecasting, budgeting, and performance tracking at a regional level.
• Analyze competitor activities, market trends, and customer preferences to define proactive go-to-market strategies.
• Ensure robust credit management practices and secure collections through effective coordination with finance and CF arrangements.
• Evaluate ROI of channel partners and ensure timely corrective actions to improve partner performance and profitability.
• Collaborate closely with product management, SCM, logistics, finance, and marketing teams to ensure seamless execution.
• Design and roll out distributor schemes, trade discount structures, loyalty programs, and promotional campaigns to drive volumes and brand visibility.
• Support leadership in strategic initiatives such as market expansion, new product launches, and channel policy formulation.

Experience and Qualification

• 14–18 years of experience in channel sales, with a strong focus on B2B and institutional business. Pan-India exposure is preferred; regional leadership experience is mandatory.
• Bachelor's degree – any discipline; MBA/PGDM preferred. Extensive experience in electrical products / FMEG sector, particularly wires and cables, will be highly advantageous.

Reporting

GM / VP-Sales-Cables

Industry Background

• Electrical products and FMEG sector
• Wires and cables
• Distribution and channel sales
• B2B and institutional business