Channel Head

Role & responsibilities 1. Channel Strategy & Partner Management

Develop relationships with channel partner executives and sales teams.

Own supplier channel strategy, partner acquisition, and revenue generation.

Define comprehensive product basket and positioning for market.

Provide value and service propositions to channels / customers (with Supply Chain alignment).

Strategically support marketing initiatives for brand / channel alignment.

Work on go-to-market strategies.

2. Performance Management

Lead, empower, and mobilize a team of partner sales managers.

Monitor and guide team performance to goals while inspiring success.

Assess current team processes, identify areas for improvement, and implement changes.

3. Sales, Revenue & Business Development

Collaborate with internal and external stakeholders to acquire new clients.

Build strong business relationships with key customers aligned to company objectives.

Monitor sales and analyze performance trends to identify opportunities and issues.

Assist in development of short, medium, and long-term strategic plans.

4. Product Management & New Product Development

Evaluate current product offering and recommend enhancements for scalability.

Identify gaps and work with PMG teams to develop new products.

Validate suitability of new products before launch.

Define key USPs, product positioning, and marketing support.

Coordinate with Product Management, Marketing, and Zonal Teams for launches.

Review targets vs. actual performance for new product rollouts.

5. Product Mix & Pricing Strategy

Develop agreement with business on targeted product mix.

Tailor TOB and schemes to achieve desired mix.

Agree on price bands and overall pricing strategy with business teams.

Implement agreed pricing strategy through the PMG team.

6. Promotions, Campaigns & Marketing Support

Design and execute specific product promotions and campaigns.

Coordinate with Marketing and Zonal Managers for execution.

Estimate required marketing investment for the channel.

Collaborate with Marketing to develop sales materials (catalogues, flyers, etc.).

7. Digital & Brand Strategy

Design and implement digital strategies to improve brand reach and business growth.

Support development and implementation of brand strategies and programs.

8. Customer & Market Insight

Understand market dynamics, industry-specific trends, and landscapes.

Use insights to identify solutions and sustainable business growth opportunities.

Work with credit, operations, and tech teams to integrate partner feedback into product improvements.