Channel Development Lead

Saint Gobain; Chennai; On-site; INR 10,00,000 - 15,00,000; Full time

Job summary

A leading building materials company is seeking a professional to drive its channel sales performance through the IGNITE initiative. The candidate will be responsible for empowering dealer networks, managing strategic partnerships, and executing growth strategies. With 4-8 years of experience in channel management, an engineering background, and an MBA in Marketing, you will collaborate with cross-functional teams to ensure program success and enhance market presence.

Qualifications

• 4-8 years of experience in Channel Partner Management.
• Experience in leading structured initiatives with clear impact tracking.

Responsibilities

• Drive IGNITE across MyHome’s dealer network to empower and train the workforce.
• Standardize hiring profiles and work closely with HR for candidate selection.
• Conduct field visits to assess market health and growth opportunities.
• Define program goals and success metrics aligned with business objectives.
• Collaborate with teams to ensure program success.

Skills

Channel growth strategy design

Structured initiative leadership

Dealer network expansion

Relationship building

Data-driven decision making

CRM tool familiarity

Education

Engineering degree with MBA/PGDM in Marketing

Job description

Role Overview

This is a high-impact role drives MyHome by Saint-Gobains flagship initiative:

• IGNITE: a dealer sales team capability development initiative aimed at professionalizing and energizing channel sales performance across the country.

This role is required to drive sustainable growth and market penetration for Saint-Gobain. A key part of this role is to lead the IGNITE Program, Saint-Gobains strategic channel transformation initiative, aimed at building future-ready partners through segmentation, training, performance tracking, and digital enablement. The role demands a mix of strategic thinking, field execution, and cross-functional collaboration to deliver measurable outcomes in sales growth, partner loyalty, and market coverage.

Key Responsibilities

• Drive IGNITE across MyHome’s dealer network to build an empowered, well-trained, and conversion-focused DST workforce (MyHome Stars)
• Standardize hiring profiles, work closely with HR agency to shortlist the right candidates, onboarding formats, training content, and performance KPIs.
• Roll out capability-building programs on product knowledge, sales techniques, objection handling, and installation coordination.
• Identify high-performing DSTs (MyHome Stars) for R&R programs and top talent absorption into Saint-Gobain roles.
• Create sales enablement resources such as pitch kits, training decks, and review the performance monthly
• Conduct field visits to assess channel health, gather market intelligence, and identify growth opportunities
• Track partner performance through KPIs such as sales volume, market share, and customer feedback. Implement corrective actions where needed.

Program Management & Strategic Planning

• Define program goals, milestones, and success metrics aligned with business objectives.
• Create annual and quarterly channel development plans based on market analysis, partner feedback, and sales forecasts.
• Collaborate with cross-functional teams (Sales, Marketing, Supply Chain, Finance) to ensure program success.
• Track program KPIs and partner performance metrics and ise data insights to refine strategies and improve partner engagement.
• Drive adoption of CRM, partner portals, and digital tools to streamline operations and enhance visibility.

Key Skills & Competencies

• Ability to design and execute channel growth strategies aligned with business goals.
• Experience in leading structured initiatives like IGNITE, with clear milestones and impact tracking
• Proven skills in expanding dealer networks and driving partner sales performance.
• Strong relationship-building and conflict resolution abilities.
• Data-driven decision-making using market insights and performance metrics.
• Familiarity with CRM tools and ability to drive digital adoption among partners.

Preferred Qualifications

• Engineering background with MBA/PGDM in Marketing preferably with building materials industry.
• 4 – 8 years of experience in Channel Partner Management