Kluber Lubrication

Position: Head - Channel Manager (F/M/D)

Location: Bangalore (Hybrid Work)

Job Type: Full-time

Reports to: CEO

Job Summary

Kl- ber Lubrication India Pvt. Ltd. is seeking a strategic and experienced Head - Channel Manager to report directly to the CEO. This leadership role is responsible for driving exponential business growth through the indirect channel network. The ideal candidate will establish a robust Distributor Value Proposition, develop comprehensive channel policies, strengthen partner productivity through specialized training, and manage all aspects of channel planning, price formation, and ethical compliance to protect the brand and ensure profitable business Strategy & Development (Indirect Channel Excellence):

- Develop and establish a compelling Distributor Value Proposition to gain maximum Channel Partner's mind share.

- Establish a comprehensive 2-way communication tool/platform (Distributor Portal) to share

product information, marketing support, and Value Case Studies (VCS) for business replication

and multiplication.

- Ensure the successful establishment and delivery of the overall Kl- ber channel Governance, and Ethics:

- Develop and amend Channel Policy to bring structure, transparency, and clear guidelines for the selection (segment, hygiene factors) and appointment of new Channel Partners (CPs), as well as the consolidation of existing ones.

- Develop and strictly enforce a foolproof ethical policy in line with organizational principles to

protect business growth and brand image, initiating stringent actions against non-compliant CPs in consultation with Top Management.

- Prepare guidelines and strictly monitor and implement territorial integrity and discipline to

avoid conflicts and enhance harmonious working relationships amongst CPs.

Financial Management and Growth Initiatives:

- Lead Growth Initiatives in the Channel Network by conducting detailed business planning with CPs, focusing on market share gain, project conversion rates, and fund availability to grow the business.

- Manage price formation within the framework set by the corporate price policy.

- Efficiently address and communicate price increase initiatives to CPs, coordinating with the Kl- ber Team to educate CPs and their End customers.

- Ensure effective communication of fund flow management importance to CPs and its impact on business Productivity and Manpower Quality:

- Identify manpower gaps and motivate CPs to appoint Quality Manpower to increase productivity and ROI of the Kl- ber business.

- Assess current manpower, ensure necessary appointments (including DSRs proportional to CP

ROI and increased volumes) in required locations through Partners.

- Organise regular CP DSR Technical Training and Value Selling Training in coordination with the Kl- ber Sales Team to strengthen Planning and Market Observation:

- Develop a format for Business Potential mapping of existing and new locations to accordingly

modify business operations and, if necessary, appoint new Channel Partners.

- Contribute significantly to sales planning and quantity forecasting for scheduling purposes.

- Execute proactive order acquisition and market products according to the principles of value selling.

- Conduct ongoing market observation regarding competitor products and performance at trade fairs and Coordination:

- Recruit new channels and terminate non-performing channels to ensure the Kl- ber system

processes are established and deliver profitable business.

- Coordinate customer processes and projects with internal departments, often with a business administrational focus across countries and Experience: 10+ years of experience in Channel Management, with a proven track record of developing and scaling indirect sales networks, preferably within the lubrication, specialty chemical, or industrial B2B sector.

- Leadership: Proven experience reporting to and collaborating with C-level executives.

- Policy Development: Strong experience in developing, implementing, and enforcing comprehensive Channel Policies, ethical guidelines, and territorial structures.

- Value Selling: Expertise in developing and delivering Value Selling training programs through channel partners.

- Financial Acumen: Strong understanding of price formation, fund flow management, and business planning with partners focused on ROI and market share gain.

- Communication & Negotiation: Excellent verbal and written communication, presentation, and negotiation skills for managing high-level channel relationships.

- Preferred Skills: Experience with implementing Channel Partner Portals or similar communication/tool platforms.

(ref:iimjobs.com)

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