Head-Channel Strategy

2 weeks ago

Pune, Maharashtra, India Thermax Limited Full time ₹ 20,00,000 - ₹ 25,00,000 per year

Job Description
Key Responsibilities:

  • Channel Strategy Development & Execution
  • Formulate and execute a comprehensive channel and distribution strategy for Thermax standard products.
  • Align channel initiatives with the company's long-term business goals and market expansion plans.
  • Define the go-to-market (GTM) strategy, including channel mix, territory coverage, and penetration.
  • Channel Network Expansion & Optimization
  • Identify geographic and industry-specific gaps and drive a robust plan for channel expansion.
  • Lead the appointment of new channel partners while ensuring alignment with business ethics, performance parameters, and strategic priorities.
  • Continuously optimize the channel structure for scalability, performance, and responsiveness.
  • Strategic Market Share Expansion & Geographic Penetration
  • Drive strategic initiatives to improve market share across core business lines by leveraging in-depth market segmentation and competitor intelligence.
  • Identify high-potential but under-served geographies and industry clusters; craft tailored channel strategies to deepen penetration and build sustainable presence.
  • Collaborate with leadership and product teams to align channel development with long-term growth opportunities and emerging market trends.
  • Establish a data-driven approach to monitor market shifts, assess channel effectiveness, and proactively refine distribution strategies.
  • Performance Monitoring & Reporting
  • Drive an enhanced and continuously evolving version of Balanced Score Card for Channel partners.
  • Develop sales dashboards and channel metrics for continuous monitoring and decision-making.
  • Define and implement corrective actions based on data-driven insights.
  • Channel Capability Building & Engagement
  • Design and implement a structured Channel Partner Relationship Management (CPRM) program.
  • Conduct regular capability assessments and enable training on technical and commercial excellence.
  • Policy Formulation & Governance
  • Lead the development of a comprehensive Channel Commercial Policy covering Channel finance, incentive structures, credit terms, and conflict resolution frameworks.
  • Benchmark industry best practices to create a best-in-class channel ecosystem.
  • Ensure compliance with statutory and regulatory requirements applicable to channel operations specially COBEC.
  • Cross-functional Collaboration
  • Collaborate with different divisions, Thermax channel associates and CBG team to create a robust channel framework
  • Act as a vital link between Thermax and its channel partners—translating company strategies into actionable plans on the ground, while championing the voice of the channel network within the organization to foster alignment, responsiveness, and shared success.
  • Liaise with marketing, finance, Divisions, and service teams to ensure seamless channel operations.
  • Operational Efficiency & Digital Transformation
  • Identify and implement process improvements to enhance channel productivity and customer satisfaction.
  • Promote the adoption of digital tools (SFDC, DMS, Edge, Edge live) to create a more digital savvy ecosystem.
  • Champion the use of data and analytics to drive channel decisions and territory planning.

Job Specifications

  • Essential Qualification : BTech + MBA
  • Experience : 15 to 20 Years

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