Senior Channel Manager

1. Channel Sales Strategy & Business Growth

• Develop and execute channel sales strategies aligned with business objectives.
• Drive revenue growth, market share expansion, and profitability through channel-led sales initiatives.
• Identify and penetrate new markets, customer segments, and growth opportunities.
• Develop annual sales plans, budgets, forecasts, and growth targets.
• Monitor business performance and implement corrective actions to ensure target achievement.
• Collaborate with cross-functional teams to support business growth and commercial initiatives.

1. Franchise, Retail Outlet & Cash Counter Management

• Lead the expansion and management of franchise locations, retail outlets, and cash counters across assigned territories.
• Identify, evaluate, and onboard new franchisees, dealers, and retail partners to strengthen market coverage.
• Drive sales growth, customer acquisition, and profitability across all outlet formats.
• Monitor outlet productivity, performance, and commercial viability through structured reviews and performance scorecards.
• Ensure compliance with operating standards, service quality requirements, brand guidelines, and governance policies.
• Develop and implement initiatives to improve footfall, customer retention, and outlet-level revenue generation.
• Oversee cash handling controls, collections, receivables management, and financial discipline across retail locations.
• Support franchisees and outlet operators with operational guidance, business planning, and growth initiatives.
• Drive local market development programs, promotional activities, and customer engagement initiatives through the retail network.

1. Partner Development & Relationship Management

• Recruit, onboard, and develop high-potential channel partners, distributors, franchisees, and resellers.
• Build long-term strategic relationships with key partners and stakeholders.
• Establish partner performance metrics and conduct regular business reviews.
• Design and implement channel engagement, incentive, and capability-building programs.
• Resolve partner concerns and ensure alignment with company objectives and standards.
• Drive partner productivity and profitability through effective commercial management.

1. Business Development & Market Expansion

• Develop and execute plans to increase market penetration and geographic coverage.
• Identify new revenue streams and business opportunities.
• Support acquisition of strategic and enterprise-level customers.
• Lead channel-driven customer acquisition initiatives.
• Build strong relationships with key customers and industry stakeholders.
• Monitor market trends, competitor activities, and emerging opportunities.

1. Commercial & Financial Management

• Own channel profitability and financial performance across assigned regions.
• Manage pricing governance, commercial agreements, partner commissions, and incentive frameworks.
• Monitor budgets, sales forecasts, receivables, collections, and DSO performance.
• Drive cost optimization initiatives without compromising growth or customer service.
• Ensure sound financial controls and commercial discipline across the distribution network.

1. Sales Operations & Performance Management

• Track sales KPIs and operational metrics across channel, franchise, and retail networks.
• Implement performance management frameworks and regular business reviews.
• Analyze sales trends and develop action plans to address performance gaps.
• Improve sales productivity through process improvements and data-driven decision-making.
• Ensure accurate reporting and forecasting.

1. Customer Experience & Operational Excellence

• Ensure consistent service delivery and customer experience across all channel and retail touchpoints.
• Collaborate with Operations, Customer Service, Finance, and Marketing teams to improve business performance.
• Drive continuous improvement initiatives and operational efficiencies.
• Ensure adherence to SOPs, quality standards, regulatory requirements, and brand guidelines.
• Address customer escalations and implement service recovery measures as required.

1. Team Leadership & Capability Development

• Lead, coach, and develop channel sales teams, franchise managers, and regional sales personnel.
• Build a high-performance and customer-focused culture.
• Establish clear objectives, performance measures, and development plans.
• Support succession planning and talent development initiatives.
• Foster collaboration and accountability across teams.

Job Requirements (Experience and education)

Education

• Bachelor’s degree in business administration, Commerce, Marketing, Management, or related field.
• MBA or Postgraduate qualification preferred.

Experience

• 12–15+ years of experience in Channel Sales, Business Development, Franchise Management, Retail Network Management, or Commercial Operations.
• Proven track record in managing channel partners, franchisees, distributors, and retail sales networks.
• Experience managing multi-location sales operations and driving business growth through indirect sales channels.
• Strong commercial, financial, and operational management experience.
• Logistics, Express Distribution, Supply Chain, Telecom, Banking, FMCG, Retail, or Service Industry experience preferred.