AM / DM – Channel Sales

Assistant Manager / Deputy - Channel Sales

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Business:

Laminate

Deputation Location:

Band:

2

Reporting To:

Branch Manager

Role Objective

The Channel Sales Manager will be responsible for driving primary sales, managing the channel partner network, and expanding market share for Marine Board. The role requires developing strong distributor/dealer relationships, ensuring product availability, generating demand, and achieving sales targets within the assigned territory.

Job Responsibilities

1. Primary Sales & Revenue Achievement
   • Achieve monthly, quarterly, and annual primary sales targets for Marine Board and Merino laminate products.
   • Drive sales through effective planning, forecasting, and execution.
   • Ensure timely billing, dispatch, and payment collection from distributors and channel partners.
2. Channel Sales & Distribution Management
   • Appoint, manage, and strengthen the channel network including distributors, dealers, and sub-dealers.
   • Monitor channel partner performance and ensure product availability across the assigned territory.
   • Conduct regular channel visits to maintain strong relationships and resolve issues.
3. Market Development
   • Identify new business opportunities, market gaps, and potential areas for Marine Board products.
   • Execute market expansion strategies to increase brand visibility and product penetration.
   • Conduct product demonstrations, site visits, and trade engagement activities.
4. Key Account & Influencer Management
   • Build relationships with carpenters, contractors, architects, and project influencers to generate demand.
   • Provide technical guidance on Marine Board and laminate applications when required.
5. Competition & Market Intelligence
   • Track competitor activities, pricing, schemes, and new product launches.
   • Provide regular updates to the management for strategic decision-making.
6. Sales Reporting & Documentation
   • Maintain updated sales records, market reports, and visit reports.
   • Provide weekly and monthly MIS on sales performance and channel health.

Key Performance Indicators

• Achievement of primary sales targets
• Distributor sales performance
• New dealer appointments and active channel expansion
• Increase in channel partner profitability
• Channel retention and engagement score
• Stock availability and order fill rate

Internal Stakeholders

• Sales Leadership / Business Head
• Regional Sales Teams & KAM Teams
• Marketing Team
• Finance Team
• Legal Team
• Logistics Team

External Stakeholders

• Channel Partners / Distributors
• Institutional Buyers
• Corporate Procurement Teams
• Vendors / Service Providers

Desired Position Qualification

5-8 years in Channel Sales (preferred industries: laminates, plywood, boards, building materials, hardware, interior products). Experience in selling Panel products or laminate products is a strong advantage.

• Strong knowledge of channel sales, primary sales, and building material industry.
• Good understanding of Marine Board, plywood, and laminate products.
• Excellent communication, negotiation, and interpersonal skills.
• Strong market mapping and analytical skills.
• Ability to influence channel partners and market influencers.
• Customer service orientation with problem-solving ability.
• Willingness to travel extensively.

Desired Education Qualification

Graduate in any discipline; MBA preferred.