Channel Sales Manager - Mattress Industry

BBP India Communications Pvt Ltd; Ernakulam; On-site; INR 1,000,000 - 1,800,000; Full time

Job summary

BBP India Communications Pvt Ltd is seeking an experienced Channel Sales Manager to develop and manage its dealer and distributor network and drive sales growth across assigned markets.

Candidates with channel sales experience in mattress or related consumer products are preferred. The ideal candidate should master dealer networks, retail markets, and territory development while achieving sales targets.

Qualifications

• Bachelor's degree in business or related field.
• 3–5 years of channel sales experience.
• Experience in mattress or furniture industry preferred.
• Strong dealer/distributor network knowledge.

Responsibilities

• Build and maintain dealer, distributor, and channel partner relationships.
• Onboard new dealers and distributors to grow the network.
• Hit monthly, quarterly, and yearly sales targets.
• Drive primary and secondary sales across territories.
• Develop channel sales plans to expand reach and revenue.
• Visit partners to understand market needs and ensure visibility.
• Monitor partner performance and drive improvements.
• Identify new markets and expand presence.
• Ensure product availability and visibility across channels.
• Coordinate orders, stock, pricing, promotions, and payments.
• Collaborate with sales, marketing, logistics, and finance.
• Track competitors and market trends; report insights.
• Support partners with product knowledge and launches.
• Resolve partner issues and maintain relationships.
• Monitor collections and coordinate with partners on payments.
• Provide regular market analysis and feedback to management.

Skills

Channel sales

Dealer management

Distributor management

Market development

Sales target achievement

Negotiation

Communication skills

Education

Bachelor's degree in Business Administration, Marketing, Sales, or a related field

Tools

MS Office

Excel

Sales reporting tools

Job description

Job Description

Department: Sales

Job Type: Full-Time

Experience: 3–5 Years

Job Summary

We are looking for an experienced and target-oriented Channel Sales Manager to develop and manage our dealer and distributor network and drive sales growth across assigned markets.

Candidates with relevant Channel Sales experience in the mattress industry will be preferred. Experience in the furniture, home furnishing, or related consumer-product industry will also be considered.

The ideal candidate should have strong experience in channel sales, dealer and distributor management, market development, and achieving sales targets. The candidate should also have a good understanding of dealer networks, retail markets, and territory development.

Key Responsibilities

• Develop and maintain strong relationships with dealers, distributors, retailers, and channel partners.


• Identify and onboard new dealers and distributors to expand the company‘s network.


• Achieve monthly, quarterly, and annual sales targets through effective channel management.


• Drive both primary and secondary sales across assigned territories.


• Develop and implement channel sales plans to increase market reach and revenue.


• Regularly visit dealers, distributors, retailers, and key customers to understand market requirements.


• Monitor dealer and distributor performance and take necessary actions to improve sales.


• Identify new market opportunities and expand the company‘s presence in existing and new territories.


• Ensure proper product availability and visibility across the channel.


• Coordinate with dealers and distributors regarding orders, stock availability, pricing, schemes, promotions, and payments.


• Work closely with sales, marketing, logistics, and accounts teams to ensure smooth order execution and customer service.


• Track competitor activities, market trends, pricing, and customer preferences.


• Prepare regular sales reports, forecasts, market updates, and channel performance reports.


• Support dealers and distributors with product knowledge, sales promotions, and new product launches.


• Resolve channel partner concerns and maintain long-term business relationships.


• Monitor outstanding payments and coordinate with channel partners for timely collections.


• Conduct regular market analysis and provide feedback to management on opportunities and challenges.

Required Qualifications & Skills

• Bachelor‘s degree in Business Administration, Marketing, Sales, or a related field.


• 3–5 years of relevant experience in Channel Sales, preferably in the mattress industry.


• Experience in the furniture, home furnishing, or related consumer-product industry will also be considered.


• Strong experience in dealer and distributor management.


• Good understanding of primary and secondary sales.


• Proven track record of achieving sales targets.


• Good knowledge of dealer/distributor networks and local market dynamics.


• Strong negotiation and relationship-management skills.


• Good communication and presentation skills.


• Strong analytical, planning, and problem-solving abilities.


• Ability to independently manage territories and channel partners.


• Willingness to travel extensively within the assigned territory.


• Proficiency in MS Office, especially Excel, and sales reporting tools.