Lead Channel Sales – Pune Full Time NEW

Purpose : Lead channel partner management in the region and develop & drive loyalty/incentive programs for channel partners to increase channel partner pool for Birla Estates sales.

Principal Accountabilities

• Market Research and Product Development – Collect CP feedback on the micro-market & product choice. Analyse competitor strategies and market conditions to provide actionable insights and recommendations. Collaborate with the Regional Sales Head to refine product offerings and positioning, ensuring alignment with market demands and competitive landscape.
• Sales setup and planning / MIS – Propose channel sales plans and strategies to achieve regional targets. Create a CP data base using online data & market visit and any other sources. Work closely with channel sales executives to implement the sales strategies on the ground. Monitor the execution of channel sales plans and provide support to overcome challenges. Ensure availability of marketing collaterals including creatives, PoP materials, customer communications. Create the marketing plan with the CPs (digital / outdoor / society – corporate activation / microsite/ SMS activities / tele-calling). Ensure that the brand guidelines are adhered to by the CP. Ensure that channel sales activities are aligned with the overall business objectives and timelines. Maintain updated records of sales forecasts, targets, and performance metrics.
• Channel Partner Management – Identify potential channel partners through trade fairs, exhibitions, and market research to expand the network. Review and approve shortlisted CPs for onboarding and oversee the adherence to onboarding process. Manage the CP database and ensure all documentation (KYC, CP registration forms) is accurate and complete to maintain records. Verify and cross-check the first source of enquiries and ensure proper communication with CP/IPC to optimize performance. Conduct regular performance reviews and provide feedback and training to enhance partner capabilities. Implement incentive programs and promotional activities to motivate channel partners. Develop and maintain strong relationships with key channel partners to drive sales growth. Ensure compliance with company policies and standards in all channel partner engagements. Ensure effective communication of schemes and provide comprehensive training to the CP team. Oversee the distribution of marketing collateral to facilitate scheme implementation. Organize and supervise in-person training sessions for the CP and their teams at their offices and sites, ensuring they are well-versed in the product and have access to necessary collateral. Schedule virtual training sessions as per the training calendar and ensure the planned number of CP team members are trained and engaged. Regularly conduct CPs meets to inform them on project information and marketing communications. Ensure that this information is shared promptly and accurately with the CP teams.
• Customer Onboarding / CRM – Oversee the onboarding process of their customers. Coordinate with the CRM team to ensure a seamless transition from sales to customer management. Monitor the onboarding process and address any issues promptly to enhance customer satisfaction.
• People Management – Assist, guide and monitor team members in their day-to-day affairs. Ensure that team is well equipped with the required knowledge and skills to perform their job. Motivate team members for better performance. Address team’s issues or grievances.