AddressChannel Development Manager
Key Accountabilities:
- Channel Strategy: Develop and implement a comprehensive channel strategy aligned with the overall business objectives. Identify and evaluate potential channels to expand market reach. Identify and select the most appropriate channels based on the nature of the product, target market, and industry dynamics. Provide leadership support to regions in the GTM design for specific priority markets. Plan and execute District/Taluka Action Plan roadmaps for effective micro-market execution.
- Sales Forecasting & Planning: Collaborate with sales teams to forecast demand and plan inventory levels. Develop strategies to optimize product availability and minimize stockouts.
- Support regional team leadership in effective sales planning/review & area office wise target setting. Support regional team leadership in structure/manpower planning and tracking sales for effectiveness
- Pricing & agreement: Provide input to pricing strategies for products in collaboration with sales and marketing teams.
- Special Projects: Lead the design of central initiatives (eg. DB onboarding playbook, DB assessment framework, Retailer Strategy etc, trade spend scheme revamp etc) along with relevant stakeholders. Engage with regional sales leadership to drive implementation of central initiatives.
- Performance Monitoring: Design the framework to Monitor the performance of channel partners . Implement systems for tracking sales, inventory levels, ROI and market share.
- Regularly monitor and analyse performance data, providing insights and recommendations for improvement
- Conflict resolution: Address and resolve conflicts within the channels promptly. Mediate disputes and ensure a harmonious relationship among partners.
- Market Intelligence: Stay informed about market trends, competitor activities, and changes in customer preferences. Use market intelligence to adjust distribution strategies and identify new opportunities.
- Compliance & standards: Ensure that distribution partners comply with company standards and policies. Monitor adherence to pricing, branding, and distribution policies.
- Reporting & analysis: Prepare regular reports on channel performance and provide insights for continuous improvement. Use data and analytics to make informed decisions and identify areas for optimization.
- Technology integration: Leverage technology solutions such as Enterprise Resource Planning (ERP) systems and Customer Relationship Management (CRM) systems to streamline distribution processes. Implement incentive programs to motivate distributors and resellers to achieve sales targets. Provide leadership support in building, the digital tool roadmap (tools, functionalities, prioritization). Foster strong partnerships with IT, sales, and marketing teams to ensure alignment of digital initiatives along with focus on increasing adoption & enrichment of the tools. Lead the deployment of digital sales tools within the sales team, providing necessary training and support to sales team and channel.
