GM Channel Marketing

Dr Lal PathLabs; Gurugram District; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

Dr Lal PathLabs is seeking a senior Channel Development lead to drive revenue from B2C/B2B channel partners across India. You will spearhead digital transformation, introduce new partner models, and ensure partner ROI and NPS through effective engagement.

The role requires 10–12 years experience, an MBA, and a proven track record in franchise/distributor business management. You will design activation programs, manage key accounts, and build scalable channel strategies.

Qualifications

• MBA from a reputed business school.
• Minimum of 10–12 years experience in channel or franchise management.
• Experience in designing and implementing tech-enabled partner programs.

Responsibilities

• Drive revenue from B2C/B2B channel partners across India.
• Lead digital transformation journey and develop/upgrade partner products.
• Define channel segmentation, value proposition and acquisition strategy.
• Monitor KPIs: revenue, ROI, partner SLA, compliance and NPS.
• Design activation programs and drive top client engagement.
• Hire, develop and mentor team leaders.

Skills

MBA

Franchise management

Channel development

B2B/B2C sales

Tech-enabled programs

Strategic planning

Education

MBA

Job description

Role & responsibilities

Drive revenue from the B2C/B2B ecosystem of Channel Partners across the entire country. Continuously work on Digital transformation journey improve existing products or build new products for partners. Introduce new models of channel development & engagement. Overall responsible for channel wise sales revenue, partner ROI, service to partner & NPS.

Channel Development

• Introduce new digital technologies to scale the partner channel ecosystem & Operations
• Digitally transform the current processes and ways of working like partner portal, digital onboarding, corporate portal etc. Develop new channel management models like Master Franchise, Rural franchise, Key Accounts etc
• Define and implement channel segmentation, value proposition & acquisition strategy
• Conduct in-depth research to identify new market opportunities and consumer preferences to run Geo-based expansion strategy for the franchise channel

Partner Management & Engagement

• Responsible for key channel metrics for partner management like revenue, ROI, partner SLA management, compliance, partner training & channel NPS
• Defining & driving engagement program for B2B & B2C channel partners to improve operational efficiency
• Closely work with Sales Heads on the GTM and Channel Activation Strategy and roll out channel wise activation programs to drive sales
• Run Special Key Account Management programs for top clients
• Define and monitor Key partner performance KPIs like NPS, store operations, brand guideline, compliance, complaints etc.
• Driving productivity of channels (B2C & B2B) via different business propositions & programs

Partner Development

• Onboard new partners and responsible for creating and implementing post onboarding partner success journey
• Use digital properties given to franchise for enabling DIY marketing tools like partner portal, AI/ML recommendation engine usage, OBD, GMB, SNS
• Staging the channel partners in different buckets basis the aging of the channel partners & defining the growth plan through market support for each category, like Matured Vs Maturing Vs. newly onboarded
• Building new avenues for growth, sustaining the existing ones and responsible in bringing in revenues for franchise partners
• Ensure the benchmark level of skilling of the partner & its employees

Channel Activation

• Design and execute annual channel activation roadmap across tier 1/ 2/ 3 & rural cities. Budget management and promotional spending to maximize ROI and budget efficiency

People management

• Hire, Develop, Coach and Lead successful team leaders with high quality personnel to deliver profitable growth
• Motivate & Mentor diverse team to achieve key performance targets

Preferred candidate profile

Experience: 10 to 12 years

• Qualification Background: MBA from a reputed business school
• Prior Experience/Background: Minimum of 5 years of experience dealing with franchisee/retail/distributors business management.
• Experience in designing and implementing tech enabled partner management programs.
• Preferred Industry: QSR, Retail, Telecom, Tyre, Consumer Durables, FMCG, etc.
• Stint in sales is preferred
• Ability to manage and handle multiple tasks.
• Outstanding problem-solving skills
• Exceptional attention to detail.
• Result oriented