About this role
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. 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. 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. 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. 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. 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. 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. 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.