Channel Sales Manager
2 weeks ago
Job Description Job Role: Channel Sales Manager Lab Distributor Program Role Purpose Build and manage a high-quality network of lab equipment and consumable distributors who will carry Gopani's filtration products into pharma, biopharma, and analytical labs across defined territories. No. of Requirement-1 Location- Ahmedabad (1st preference), Hyderabad, Bangalore, Pune Key Products and Solutions - Lab-scale syringe and capsule filters for distribution. - Membrane filters and specialty lab consumables. - Promo kits, starter packs, and catalogue ranges for distributors. - Selected process filters where lab distributors have access. Primary Customer Profiles - Scientific and lab distributors and stockists. - Channel partners with existing pharma and biopharma lab relationships. - Owners and senior managers of distribution companies. Key Responsibilities - Identify, recruit, and onboard suitable lab distributors in key territories. - Negotiate commercial terms, targets, and schemes with channel partners. - Train distributor sales teams on Gopani's products and positioning. - Plan and execute joint marketing and customer outreach with distributors. - Monitor distributor performance, stock levels, collections, and compliance. - Resolve conflicts and ensure channel health and relationship stability. - Provide regular feedback from the market to internal teams. Candidate Profile Education and Experience - Graduate or engineer with 410 years of experience in channel sales for lab, scientific, or pharma products. - Proven track record of managing distributors or dealers in B2B segments. - Good understanding of pharma lab customer base and buying cycles. - Experience running schemes, promotions, and joint activities with distributors. - For senior roles, experience building a channel program from scratch is preferred. Core Competencies - Strong negotiation and relationship management skills. - Channel-centric thinking and ability to balance Gopani and partner interests. - Good training and communication skills for distributor sales teams. - Analytical mindset for monitoring performance and taking corrective actions. - High integrity and long-term orientation in partner relationships. Key Performance Indicators (KPIs) - Number and quality of active distributors appointed. - Revenue generated through channel sales. - Distributor performance vs agreed targets. - Territory coverage and penetration via distributors. - Channel stability and low conflict or churn. Travel and Location Frequent regional travel to meet distributors and conduct joint visits (4070% travel depending on territory).
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