Role Overview The Channel Sales Manager is responsible for building, managing, and scaling our indirect sales network. Unlike direct sales, this role focuses on driving revenue through third-party partners—including distributors, wholesale dealers, interior design firms, and contract furnishers. The ideal candidate will identify high-potential partners, negotiate distribution agreements, and provide the enablement and training necessary for channel partners to successfully sell our product lines.
Key Responsibilities
- Partner Acquisition & Onboarding: Identify, recruit, and onboard strategic channel partners (dealers, distributors, and trade professionals) within the designated territory.
- Relationship & Account Management: Serve as the primary point of contact for channel partners. Conduct Quarterly Business Reviews (QBRs) to assess performance, align on sales targets, and resolve operational bottlenecks.
- Sales Enablement & Training: Educate partner sales teams on product specifications, unique selling propositions (USPs), pricing structures, and competitive positioning so they can confidently pitch the catalog to their end-users.
- Pipeline & Margin Management: Co-manage the sales pipeline with partners. Ensure pricing, volume discounts, and Minimum Order Quantities (MOQs) align with company margin requirements and channel conflict policies.
- Incentive Strategy: Help design and execute channel incentive programs, rebates, and promotional campaigns to drive sell-through and secure a larger "share of wallet" from partners.
- Market Intelligence: Gather and report field feedback regarding competitor pricing, emerging design trends, and shifting market demands.
Qualifications & Experience
- Experience: 5+ years of B2B sales experience, with a minimum of 3 years specifically managing indirect channel sales, dealer networks, or distribution partners (experience in furniture, manufacturing, or hardware distribution is highly preferred).
- Commercial Acumen: Strong understanding of channel economics, including wholesale margins, tiered discount structures, and distribution logistics.
- Communication: Exceptional presentation and negotiation skills, capable of influencing partner leadership and training floor-level sales reps.
- Tech Literacy: Proficiency in CRM software (e.g., Salesforce, Pipedrive, HubSpot) for pipeline tracking and forecasting.
- Mobility: Willingness to travel 60% of the time for partner visits, trade shows, and industry events.
Key Performance Indicators (KPIs)
- Channel Revenue Growth: Total sales volume generated through the assigned partner network.
- Partner Activation Rate: The percentage of onboarded partners who place an order within their first 90 days.
- Share of Wallet: The year-over-year increase in our products sold by a partner relative to competing brands.
- Time-to-Revenue: The speed at which newly acquired partners generate their first closed deal.
Pay: ₹24,340.46 - ₹95,649.72 per month
Work Location: In person
