Regional Lead Channel Management

Purpose/Objective

A Regional Lead - Channel Management drives channel strategies for sales growth, manages partners, implements initiatives, and ensures compliance for operational efficiency and maximized sales.

Key Responsibilities of Role

Channel Strategy Development: - Develop and implement channel strategies to achieve sales targets and expand market share in the assigned region.

- Analyse market trends, competitive landscape, and customer needs to identify opportunities for channel development and optimization.

- Collaborate with senior management to align channel strategies with overall business objectives.

Channel Partner Management: - Identify, recruit, and onboard channel partners such as dealers, distributors, and retailers in the region.

- Establish and maintain strong relationships with channel partners, providing support, training, and incentives to drive performance.

- Monitor channel partner performance and compliance with contractual agreements, taking corrective actions as necessary.

Sales and Distribution Management: - Set sales targets and objectives for channel partners, monitoring performance and providing guidance to achieve targets.

- Manage the distribution network, ensuring timely delivery of products to customers and optimizing inventory levels.

- Implement sales promotions, pricing strategies, and incentive programs to stimulate demand and drive sales growth.

Market Intelligence and Analysis: - Gather market intelligence on customer preferences, competitor activities, and industry trends to inform decision-making and strategic planning.

- Conduct regular market analysis to identify opportunities for product expansion, segmentation, or differentiation.

- Provide insights and recommendations to senior management based on market research and analysis.

Trade Marketing and Micro Market Initiatives: - Identify white spaces through micro-market initiatives to uncover untapped opportunities for business growth.

- Collect and analyse market data at the micro-market level to support decision-making and strategy development.

Customer Churn Analysis: - Systematically analyse customer behaviour patterns, transaction history, and feedback to identify trends and predict future churn rates.

Capability Building and Compliance: - Implement dealer loyalty and other engagement programs to enhance partner satisfaction and loyalty.

- ensure compliance with governance policies and regulations, implementing controls and monitoring adherence.

- Conduct capability building programs to equip channel partners with the skills and knowledge to succeed.

Digital Adoption: - Drive the adoption of digital tools and technologies among channel partners to enhance efficiency and effectiveness.

- Provide training and support for the use of digital tools to streamline processes and improve collaboration.

Ethical Standards - Use ethical reasoning to guide decisions, considering the broader impact on the organization and stakeholders.

- Ensure all communications, both verbal and written, reflect the organization's commitment to integrity and ethics.

Policy Adherence and Development - Implement and enforce organizational policies to maintain consistency and alignment with corporate objectives.

- Contribute to policy development by providing feedback and insights from departmental operations.

Organizational Skills - Prioritize tasks effectively to ensure timely completion of departmental objectives and projects.

- Implement best practices in workflow management to reduce bottlenecks and improve output quality.

- Manage multiple projects simultaneously, adapting to changing priorities and demands with agility.

Transparency in Operations - Foster a culture of openness by sharing information transparently with team members and stakeholders.

- Establish clear accountability mechanisms to track performance and decision-making within the department.

- Document and communicate decision-making processes and rationales to ensure clarity and understanding.

Key Stakeholders - Internal: - Regional Sales Head - Area Sales Manager - GUs Key Stakeholders - External: - Dealers and Sub Dealers

Technical Competencies

Channel Management and Optimization-Cements,Continuous Process Improvement-Cements,Customer Insight Analysis-Cements,Customer Relationship Management (CRM)-Cements,Data Analysis and Reporting-Cements,Digital Campaign Management-Cements,Inventory Management-Cements,Logistics and Supply Chain Management-Cements,Market and Competitive Analysis-Cements,Regulatory Compliance-Cements

Qualifications and Experience

Educational Qualification: - MBA or equivalent degree, with a specialization in Sales, Marketing, Business Administration, or a related field.

Experience: - A minimum of 5-7 years of sales experience in the cement and allied industries, experienced Territory Sales Officer, in managing distribution channels, dealers, and distributors in the building materials industry Industry Knowledge: - In-depth understanding of the cement manufacturing industry, allied companies, market dynamics, and distribution channels, familiarity with the regulatory environment